A regional labor and employment relations association faced the challenge of delivering valuable content to an audience deeply divided between management and labor perspectives. Sports Conflict Institute was engaged to design and deliver a keynote presentation that would resonate with both sides while providing practical tools for improving negotiation outcomes across the labor-management divide.
Situation Overview
The regional chapter of a national labor relations association sought to address persistent challenges in labor-management negotiations that were affecting multiple industries across their jurisdiction. Their annual conference brought together an unusually diverse audience—union representatives, corporate HR executives, labor attorneys from both sides, government mediators, and academic researchers. Previous keynotes had struggled to provide value to this bifurcated audience, often alienating one side while appealing to the other. The association needed a presentation that could transcend traditional adversarial frameworks while still acknowledging the legitimate competing interests inherent in labor relations. They sought SCI’s expertise to develop content that would be immediately applicable regardless of which side of the negotiating table attendees represented.
The Challenge
Creating educational content for labor relations professionals presents unique complexities. The audience members often view each other as adversaries, bringing decades of entrenched positioning and skepticism about collaborative approaches that might compromise their constituents’ interests.
Presentation Design Complexities:
- Audience divided by fundamental philosophical differences about labor rights
- Risk of appearing to favor one perspective over another
- Need for practical tools despite varying organizational contexts
- Skepticism about “win-win” frameworks in zero-sum negotiations
- Requirement to provide immediate value while respecting confidentiality constraints
The keynote needed to acknowledge competitive realities while demonstrating how strategic negotiation approaches could improve outcomes for both sides. Failure would reinforce existing divides and confirm skepticism about collaborative approaches in labor relations.
The SCI Approach
SCI developed a comprehensive stakeholder-informed presentation design process that ensured the keynote would resonate with all audience segments while providing practical, immediately applicable tools for improving negotiation outcomes.
Strategic Presentation Development Process
Phase 1: Stakeholder Intelligence Gathering
Conducted confidential interviews with association leadership and representative members from both labor and management. Identified common pain points across the divide including negotiation delays, relationship deterioration, and implementation failures. Assessed readiness for alternative approaches and resistance points. Documented specific examples and scenarios relevant to the regional context.
Phase 2: Content Architecture Design
Developed “Competition Not Conflict” framework distinguishing healthy competition from destructive conflict. Created neutral language that acknowledged legitimate competing interests without adversarial framing. Designed experiential components allowing participants to practice concepts in mixed groups. Built in reflection points for both individual and organizational application.
Phase 3: Tool Development & Delivery
Created practical planning tools applicable regardless of negotiating position. Developed templates for preparation, interest analysis, and option generation. Delivered interactive keynote with real-time application exercises. Provided takeaway resources customizable to various organizational contexts.
Keynote Framework: Competition Not Conflict
The presentation reframed labor-management dynamics through a sports-informed lens:
- Competition involves rules, respect, and mutual benefit from the game continuing
- Conflict seeks to eliminate the opponent rather than win within agreed parameters
- Successful negotiations require competitive excellence, not conflictual destruction
- Both sides benefit from improving their negotiation capabilities
- Shared interest exists in sustainable agreements that enable future negotiations
Outcomes & Impact
The keynote presentation achieved unprecedented positive reception from both labor and management representatives:
First keynote in chapter history to receive standing ovation from both sides. Post-event evaluations showed 94% rating of “highly valuable” across all attendee categories. Requests for follow-up workshops from twelve organizations within first month.
Planning tools adopted by multiple organizations for subsequent negotiations. Reported reduction in time-to-agreement by average of 30% among tool users. Improved relationship quality scores in post-negotiation assessments.
“Competition Not Conflict” language adopted in several collective bargaining agreements. Cross-table study groups formed to explore mutual capability building. Decreased adversarial rhetoric in subsequent association meetings.
Framework incorporated into association’s ongoing education curriculum. Annual follow-up sessions requested for five consecutive years. Model replicated by three other regional chapters.
The presentation materials continue to be requested and utilized years after delivery, with practitioners reporting that the framework fundamentally changed how they approach labor negotiations.
Strategic Insight
This case demonstrates that even the most entrenched adversarial relationships can benefit from reframing that acknowledges legitimate competition while eliminating destructive conflict. The key to reaching divided audiences lies not in minimizing differences but in finding shared interest in capability development. When both sides recognize that improving their negotiation skills serves their constituents better than perpetuating dysfunction, transformative education becomes possible. Success requires deep stakeholder understanding, neutral but sophisticated frameworks, and practical tools that work regardless of position.
Related SCI Capabilities
This case exemplifies SCI’s expertise in strategic education and training design. Learn more about our capabilities:
Keynote Speaking & Workshops
Customized presentations for complex professional audiences
Strategic Negotiation Training
Building organizational negotiation capability
Labor Relations Consulting
Improving collective bargaining processes and outcomes
Stakeholder Assessment & Design
Understanding complex audiences for targeted interventions
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