Pay Bargaining Training for Employee Reps

Negotiating Effectively on Pay, Benefits, Leave and/or Pensions

This one-day training course on introduces participants to effective pay negotiation and bargaining helps Employee Representatives deliver realistic benefits for their colleagues, in both the short and longer terms, in terms of improving, or safeguarding, benefits including: pay, parental leave and pensions

This is a far from easy task, many employees will be looking for significant pay and benefit increases without understanding the longer term impact on the employer. Similarly many employers will be looking to limit the scale of any improvement in order to minimise expenditure. The employee representative has to walk both paths and deliver win-win outcomes. Outcomes that improve benefits for their colleagues, enhance the company/organisations longer term prosperity and generate goodwill in both directions.

This one-day workshop is designed to help achieve just that. NOTE: when a known consultation is pending our course on practical consultation may be more appropriate.

For Whom
This one-day course is designed for elected employee representatives from employers without union representation and/or union officials

Aims and Objectives
By attending this workshop participants will understand better the protocols and good practice surrounding effective pay and benefit negotiations and bargaining.


  1. An introduction to Pay and Benefit Negotiations
  • Typical breadth and scope
  • Pay, Benefits, Parental Leave, Pension Changes
  • Collective bargaining VS consultation
  • The aim of collective bargaining
  • Typical conduct and process for collective bargaining
  • Entitlement to paid time off
  • The Requirement for relevant Information provision
  • Communicating
  • Joint working – with management – with other representatives union and non-union
  • Managing potential disputes

2. Developing Personal Effectiveness
Building on the above foundation of technical competencies, participants are next taken through a personal audit determining what soft skills are needed, collectively and individually. There is a focus on five key soft skill areas including:-


  • Managing personal assumptions and own prejudices
  • Objective v Subjective judgements
  • Johari’s Window


  • Active listening
  • Observational skills
  • Different questioning techniques: closed, open, supplementary, probing, hypothetical
  • Body language: posture, gestures, tone, voice, use of words


  • Assertive – Aggressive – Passive – Passive/Aggressive Behaviour
  • Six techniques to deal with difficult situations


  • The five key stages in any negotiation situation
  • Planning your approach in meetings
  • Knowing how and when to intervene


  • Hints and tips on how to perform best during meetings

Reporting Back and Public Speaking
This combines the foregoing skills and other fresh topics around the theme of public Speaking


Please Note: We always respect client privacy and confidentiality. We do not collate any identifiable delegate information on our course feedback forms. We only publish comments where express permission for marketing and promotional use, has been given.  The majority of delegates do not give this permission. 

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