Case study

SMRT CORPORATION Ltd: Negotiations Advantage for Industrial Relations
SMRT CORPORATION Ltd (SMRT) is Singapore’s premier multi-modal public transport service provider offering integrated transport services island-wide. Established in 1987, SMRT has established a strong reputation as a reliable, progressive transport service provider, distinguished by sound corporate governance, commitment to sustainable development and corporate social responsibility. SMRT is committed to proactive and collaborative partnership to build a culture of openness, trust and engagement for the well-being of every employee and the success of the company. It is always looking for ways for union officials and management representatives to further strengthen ties and collaborative efforts on labour management projects. The Challenge CELSIM was asked to design and deliver a negotiations skills workshop to equip participants with the proven tools and techniques to negotiate effectively, influence others and gain Collective Agreement (CA) between management and union in industrial relations. The objective of the workshop was to best prepare participants for the likely eventualities and situations they will face, either in the imminent CA negotiation or at some future point. 1. Negotiation: gain knowledge and experience in creating and managing dynamic negotiating environments for mutually successful results. 2. Influence: adopt flexibility of approach to meet diverse personalities and situations as they arise. 3. Communication: build deep levels of rapport and move self and others from conflict to agreement and cooperation. The Solution In partnership with SMRT Institute, we designed a 1 ½ day Negotiations Advantage workshop – combining pre assessment, interactive role plays, tailored simulations and practical discussions – to address the specific needs of SMRT. These included:    Considering the key tools and techniques of effective negotiating as they affect individual circumstances and produce action plans to take back to integrate into work situations. Exploring negotiation dynamics through our ‘Collective Agreement Negotiation’ simulation to allow participants to tailor the concepts to their own experience and improve impact. Applying best practise models to develop an effective negotiating style in navigating realworld pressures and challenges to achieve success.

The Results SMRT participants gained the tools and techniques to confidently and effectively improve their negotiation skill-set and leverage own strengths and experiences to influence, communicate and deliver positive outcomes in a safe learning environment of sharing, practise and reflection. A participant on the Negotiations Advantage workshop commented, “I found the workshop to be helpful in preparing us for our coming negotiations. The simulation was engaging and practical. I thoroughly enjoyed the opportunity to actually experience when and how to put the negotiating framework into practise to bring about win-win solutions for all parties.”

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