Negotiation skills for effective collective bargaining
Image © Alice Lotti
Negotiation skills for effective collective bargaining
25–29 May 2026
The course is available in English
Introduction to the course
Collective bargaining plays a vital role in building productive, equitable, and stable employment relations. However, the success of collective bargaining often depends on the negotiation skills of those involved. Poor negotiation approaches can lead to conflict and undermine trust between parties. This course is designed to strengthen participants' negotiation skills, providing practical techniques and strategies to achieve mutually beneficial outcomes and foster constructive labour relations.
Who attends this course?
This course is ideal for employers' and workers' representatives, industrial relations experts, HR professionals, and practitioners involved in collective bargaining processes. It is also suitable for professionals seeking to enhance their negotiation skills, build consensus, and improve dispute resolution outcomes in the workplace.
Why take this course?
In today’s dynamic work environment, effective negotiation and conflict management are essential for stable and productive employment relations. Participants will gain practical tools to prevent and resolve disputes, strengthen collaboration, and build constructive dialogue in workplace negotiations.
By the end of the course, participants will be better equipped to manage conflicts proactively, foster mutual understanding, and achieve sustainable agreements across sectors.
Objectives
By the end of this course, participants will be able to:
- Understand the dynamics of conflict and approaches to dispute resolution
- Apply needs-based negotiation techniques to move beyond adversarial approaches
- Develop consensus-building strategies for lasting agreements
- Maximize joint gains and strengthen constructive labour relations
- Prepare negotiations effectively, considering alternatives, interests, and stakeholder needs
These objectives ensure participants can apply new skills immediately in their professional contexts.
Content
The programme covers negotiation theory, practical techniques, and real-world applications, organized into four main areas:
1. Understanding Conflict Dynamics
- Identifying typical mistakes made by negotiators
- How conflict develops into disputes
- Different approaches to dispute resolution
2. Negotiation Approaches and Techniques
- Outcomes in negotiation
- Positional vs. needs-based negotiation
- The problem-solving model and stages of needs-based negotiation
- Managing the negotiators’ dilemma
- Maximizing joint value and optimum outcomes
3. Preparation and Strategy for Negotiators
- Understanding alternatives to negotiated agreements (BATNA)
- Reality testing and opening a zone of possible agreement
- Mandating dynamics and preparation techniques
4. Practical Negotiation Skills
- Working with interests and needs
- Reframing and extracting needs
- Finding mutual gains outcomes
- Generating options and brainstorming
- Negotiating with difficult people and managing emotions
- Helping participants save face during negotiations
Experts
The course is delivered by experts in negotiation, conciliation, and mediation, combining theoretical knowledge and practical experience. Participants benefit from insights and advice from trainers experienced in labour relations and conflict management at national and international levels.
Never too old or too young to learn more about negotiation!
This programme provides a unique opportunity for negotiators from across the world – to share their real-life experiences, challenges, and successes, and to learn with and from each other. It weaves together fundamental negotiation concepts and principles, strategies for meeting the realities of ‘negotiation on the ground’, and reflection on participants’ own practice in negotiations, in a vibrant, fun, and participative way.
Sharon Wakeford
Internationally accredited mediator, facilitator, coach and trainer, South Africa
Languages
The workshop will be conducted in English and participants are therefore expected to have a good command of the English language.
Registration and Practical information
To apply, click “Apply Now” and complete the online form before the application deadline. Sponsored applicants must include a sponsorship letter covering course fees.
The course fee includes full board accommodation at the ITCILO campus, routine medical care, medical insurance, and internet access. Travel costs to and from the course venue, passport and visa fees, and airport taxes are not included.
Participants must notify the Centre at least 14 days before the course start date if they wish to withdraw. Please consult the ITCILO Payment and Cancellation Policy for detailed information.
Start learning about this topic
Begin your journey in understanding how collective bargaining shapes workplaces worldwide with the ITCILO Industrial Relations Toolkit, a hands-on, self-paced resource for developing negotiation and conflict management skills.
Expand your knowledge further by exploring the International Labour Organization’s Social Dialogue and Tripartism resource to understand the broader framework supporting constructive labour relations.
You can also start with the Social Dialogue and Industrial Relations Self-Guided Induction Course for a structured, self-paced introduction to social dialogue, industrial relations, and workplace collaboration.
Extend your skills
To deepen your knowledge and practice, you may also explore our course on Conciliation and Mediation of Labour Disputes – Module 1 (Online), where participants learn practical strategies for resolving disputes through conciliation and mediation.
For a complete learning journey, explore all ITCILO Social Dialogue courses:
#Collective bargaining #Negotiation skills #Employment relations #Labour relations #Labour disputes #Consensus-building #Conflict management #Dispute resolution #Effective negotiators
