Turn disagreements into lasting agreements with your union representatives​

Thursday 4 June and Friday 12 June 2026, from 9am to 5pm (in person)

Negotiation is omnipresent in the workplace, whether with other departments, professions or unions. It is based on rules and principles that must be understood in order to establish a fair position while remaining open to the other party's reality, thereby promoting effective consultation.

OBJECTIVES

1. Social negotiation mainly consists of:

• Leading the various stages of negotiations with social partners, from preparation to conclusion of an agreement;
• Mastering communication techniques in a social negotiation context;
• Identifying the causes of deadlocks and anticipating conflicts;​
• Conducting negotiations successfully and resolving conflicts;
• Assessing the importance given to trade unions and the role played by trade unions.

2. Understanding social negotiation involves several phases:

• Gaining a better understanding of oneself in relation to the existence of a countervailing power;
• Gaining a better understanding of the trade union partner, both external and internal to the company;
• Thorough preparation through a detailed analysis of the personal and institutional issues at stake for the company's social bodies;
• Knowledge of the legal and regulatory framework;
• A good command of negotiation techniques, specifically the mastery of ways to reach agreement and the use of reciprocal concessions (WIN-WIN situations).

METHODOLOGY

An interactive teaching approach using practical negotiation scenarios that can be adapted to the participants' professional environment. During the exercises, participants will take turns acting as employer or union representatives. This is because we learn a lot by putting ourselves in the other person's shoes.

In order to allow all participants to actively participate, the number of participants is limited to a maximum of 15.

WHO IS IT FOR?

Company executives or HR directors who are new to the field or who feel they need to improve their skills.

PROGRAMME OF THURSDAY 4 JUNE

Introductory presentations and interactive discussions:

• The basic principles of understanding social partners (organisations and stakeholders);​
• The rules of good social governance;
• The principles and rules of negotiation;
• Dysfunctions (trade union abuses, trials of intent, drafting of minutes);
• Listening to the situations experienced by participants.

Role-playing focused on :

• An issue related to the functioning of employee representatives within social bodies, in particular the time devoted to trade union activities.

FRIDAY 12 JUNE PROGRAMME​

Debriefing of the first day of training;

Role-playing focused on :

• An issue related to the application of a new directive in the company;
• A particularly conflictual situation surrounding the dismissal/dismissal of a protected representative.
  
  

SPEAKERS

Alain LANCELOT, Expert in social relations management and communication.

Xavier CULOT, Human resources consultant and employer representative on the joint committee.​

Both are professors at Ichec Entreprise (DES human resources – social consultation module)

PRICE for 2 days of training (lunch included)

Members Beci : 700 € excluding VAT

Others : 1.400 € excluding VAT