Industrial and Labour Relations expert, Comrade Akpede Christopher Uruemu, has shed light on the critical role of negotiation in dispute resolution and organizational success, describing it as “the most economical, satisfactory, and constructive way of resolving conflicts.”
Speaking on the theme “Negotiating Dynamics: An Overview”, Uruemu emphasized that negotiation is not merely a transactional process but a creative interpersonal exercise that fosters collaboration and delivers superior outcomes for all parties involved.
According to him, negotiation plays a pivotal role in industrial relations, particularly within the framework of collective bargaining between employers and employees. He noted that effective negotiators must embody qualities such as patience, clarity, diligence, flexibility, sensibility, mastery of details, administrative skills, and firmness.
Five Basic Steps in Negotiation
Uruemu outlined five fundamental steps that guide successful negotiations:
Determining one’s own stance.
Understanding the other party’s position.
Searching for common ground.
Exploring possible compromises.
Reaching a mutually acceptable agreement.
Conditions for Collective Bargaining
He stressed that certain conditions must be present for negotiations to thrive, including freedom of association, organizational stability, mutual recognition of parties, willingness to compromise, avoidance of unfair practices, and a favourable socio-economic climate.
Practical Skills for Negotiators
Highlighting the skills required for effective bargaining, Uruemu listed cognitive, emotional, and social competencies as essential. He further emphasized the importance of preparation, brinkmanship, prioritization, openness, and the ability to read non-verbal cues. He also underscored the significance of understanding one’s BATNA (Best Alternative to a Negotiated Agreement), which determines the balance of power in negotiations.
Why Negotiations Fail
The labour relations expert cautioned that negotiations often collapse due to poor skills, unrealistic expectations, personality clashes, distrust, lack of communication, or inadequate mandates. He added that overreliance on litigation and rigid postures can also lead to stalemates.
Avoiding Deadlock
On the issue of deadlock, Uruemu advised negotiators to prioritize demands, defer contentious issues, and formalize agreements on resolved matters. Where deadlock becomes inevitable, he recommended resorting to mediation, conciliation, or arbitration.
Conclusion
In his closing remarks, Uruemu described negotiation as a “challenging, complex, yet exciting process” that requires knowledge, skills, experience, and intuition. He emphasized its universal relevance, noting its application in family units, interpersonal relationships, business, industrial relations, governance, and even international diplomacy.
Akpede Christopher Uruemu brings nearly three decades of direct experience in industrial and labour relations, having served as Deputy General Secretary (Admin.) of NUPENG and currently as CEO of AKPECHRIS Nig. Ltd. His insights continue to shape discourse on effective conflict resolution and collective bargaining in Nigeria’s labour sector.
