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Structuring and conducting negotiations with social partners
Effective labour negotiations require preparation of both the substance and the relationship. Clarify the issues, identify room for discussion and build your arguments. Strengthen your ability to conduct discussions with social partners and seek explicit commitments.
- Duration
- 2 days 14 hours
- Code
- RH025FR Code
Presentation
In a constantly changing employment relations environment, the ability to establish constructive social dialogue has become a strategic imperative for HR. It is no longer simply about meeting obligations, but about anticipating tensions and making collective bargaining a driver of performance and internal cohesion.
This intensive two-day course immerses you in the negotiator's role. You will combine mastery of the legal framework, strategic analysis (negotiating room and BATNA) and assertive communication techniques. Realistic simulations and role plays based on actual cases will embed methods for managing objections and complex situations.
The aim is to provide operational tools, including preparation sheets and templates, to prepare, conduct and conclude balanced, lasting agreements. You will be able to defend the company's interests while preserving constructive employee relations and ensuring legal safeguards throughout the HR dialogue process.
Objectives
By the end of this course, you will be able to:
- Interpret social dialogue rules and assess their strategic impact on your company;
- design a negotiation roadmap, conduct sessions and secure a signed agreement;
- adopt a firm, constructive approach to defending company interests without breaking off dialogue;
- turn tensions into shared projects and build win-win agreements;
- maintain constructive employee relations conducive to collective performance;
- establish HR as a credible, essential contributor to employee relations;
- secure employee representative buy-in through transparent, well-reasoned communication;
- ensure legal safeguards at every negotiation stage, from providing information to signing the agreement.
Program
Module 1: Mastering social dialogue and negotiation fundamentals
- Identifying different social dialogue stakeholders and bodies.
- Understanding legal obligations and essential negotiation topics.
- Distinguishing negotiation levels and schedules (company and industry).
- Analysing different HR approaches to relationships with employee representatives.
Practical exercises
- Map stakeholders and analyse a collective bargaining case.
Module 2: Preparing and structuring the negotiation strategy
- Defining strategic objectives, negotiating room and red lines.
- Collecting and analysing substantive data and arguments to support the company's position.
- Building negotiation strategy and tactics (BATNA analysis, possible concessions and levers).
- Preparing the internal communication plan before and after the negotiation cycle.
Practical exercises
- Simulate preparation for negotiations on a concrete HR topic, such as mandatory annual negotiations (NAO) or remote working.
Module 3: Conducting negotiation meetings and managing sensitive situations
- Applying assertive communication and emotional management techniques during sessions.
- Developing active listening, paraphrasing and tension-defusing methods.
- Using ethical influence techniques and managing social partners' objections.
- Promoting a cooperative approach focused on shared solutions.
Practical exercises
- Conduct a complete negotiation role play between HR management and employee representatives.
Module 4: Concluding, formalising and monitoring the agreement
- Mastering collective agreement validation, signature and filing stages.
- Drafting essential clauses and identifying legal pitfalls to avoid.
- Communicating the agreement effectively and managing implementation of commitments.
- Assessing employee relations and organisational impacts after signature.
Practical exercises
- Draft an agreement extract and build a commitment monitoring plan.
Audience
This course is intended for professionals leading or actively participating in social dialogue within their organisation, including:
- HR managers and directors defining social dialogue strategy to support transformation and maintain constructive relations.
- Employment law specialists preparing the legal framework for negotiations and safeguarding agreement drafting to ensure compliance.
- HR Business Partners (HRBPs) facilitating local dialogue and communicating employee relations strategy to managers and operational teams.
- Operational managers involved in relationships with employee representatives within their remit to manage day-to-day employment relations issues.
Prerequisites
This course requires the following prerequisites:
- Professional experience: regular or forthcoming involvement in employee relations management is required (HR, employment law specialist or manager). This experience helps contextualise legal and technical learning in actual workplace situations.
- Basic knowledge:
- A general understanding of the labour law framework;
- knowledge of how employee representative bodies (IRP) operate;
- command of interpersonal communication fundamentals.
Teaching and assessment methods
- Initial skills assessment
- Training materials provided to participants
- Continuous assessment throughout the course
- End-of-course feedback questionnaire
- Combination of theory and practical application
- Attendance records
- Post-course follow-up evaluation
- Practical exercises
- Case study
Course highlights
- Three-part skillset: combine employment law, HR strategy and assertive communication techniques to negotiate confidently.
- Intensive simulations: practise your negotiating approach in realistic scenarios inspired by actual cases.
- Operational tools: leave with directly usable checklists, preparation sheets and agreement templates.
- Individual feedback: receive personalised feedback on your approach and techniques after each role play.
Dates and sessions
Choose the date and delivery format that suit you.
No upcoming sessions are currently available.