Conflict Resolution and Labor Negotiation for Professionals in Mexico

This program exposes participants to negotiation skills in a variety of workplace settings, with emphasis on negotiating with unions in Mexico.

Hosted by: Littler and Cornell University

Introduction to Collective Negotiation Skills
Presented by: Dan McCray, Director of Labor Relations & Conflict Resolution Programs, Cornell University
9:00 am -12:15 pm

Negotiation is an interactive communication process you use when you believe you will get a better result from engaging with another, than trying to achieve your goals without them. The negotiation process is used in all facets of life: organizations, businesses, family, community, etc. There is both an art and science to negotiations, both of which need to be understood and practiced before becoming an effective negotiator. This program is an introduction to this process.

The program exposes participants to various schools of thoughts in negotiation and rejects the “one-size fits all approach” to negotiating. Participants are empowered to apply those strategies, skills and techniques that are most suited to their style and local situation.

During the 3-hour class, participants will learn the basics of negotiation theory and practice utilizing two negotiation simulations they will conduct with their peers at the training.

Negotiation with unions in Latin America
Presented by: Ricardo Alonso, Partner, Littler Venezuela
12:30 - 1:45 pm

Participants will learn:

• The key business drivers of labor strategy
• Union team, interests, history, membership, trends and strategy
• The strategic relationship. History of bargaining between employees and the union
• Information about the bargaining unit and business operations
• Other important information from external sources such as conditions facing the industry, market, political and cultural environment
• Managing the bargaining team and determining roles and responsibilities
• Understanding the phases of collective bargaining and how to sequence your offers and counter offers
• Day to day of bargaining. Note-taking, data collection and reports
• Developing an opening statement with a clear theme, tone and objectives
• Preparing and “selling” proposals, including anticipating union response and union demands. Asking questions and listening to answers
• Strategies to deal with difficult issues and people
• Discussion of local practices and local regulatory environment

The Mexican Outlook
Presented by: Ricardo Martinez Rojas, and Enrique García Conde, Shareholders, Littler Mexico
3:45-6:00 pm

Participants will learn:

• Statistics on collective bargaining in Mexico
• Breakdown of the union representation system for negotiations in Mexico
• Towards a unified negotiation table; government efforts in response to the court rulings