Negotiation Skills for Effective Collective Bargaining

Negotiation Skills  for Effective Collective Bargaining

Negotiation Skills for Effective Collective Bargaining

14–18 June 2021
The course is available in English
Introduction to the course

The promotion of collective bargaining at all levels is key to productive, equitable and stable employment relations. While an enabling regulatory framework and other measures to promote collective bargaining are essential, the effectiveness of collective bargaining is often hampered by the poor negotiating skills of the bargaining parties. They may adopt a negotiating style that does not allow them to reach satisfactory outcomes. More often than not, the negotiation skills of the parties are confrontational and undermine trust, which is the foundation of sound labour relations. The Freedom of Association and Protection of the Right to Organise Convention, 1948 (No. 87) and the Right to Organise and Collective Bargaining Convention, 1949 (No. 98) lay the basis for democratic and stable labour relations. The importance of promoting collective bargaining is enshrined in the Collective Bargaining Convention, 1981 (No. 154) and its accompanying Recommendation (No. 163). The skills, knowledge and capacity of those representing employers' and workers' organizations are critical in preventing labour disputes and achieving outcomes and agreements that meet the interests of all parties. Effective negotiating skills are not merely "common sense". They are acquired through a combination of training and experience. The course provides first-hand knowledge and practice in negotiation skills and techniques. It aims to develop participants' capacities to improve their negotiating skills and therefore to reach satisfactory outcomes for their organizations. Emphasis is placed on how to move from a traditional style of adversarial negotiation to a negotiating style that allows mutual gains and strengthened relationships among parties. At the end of the course participants will be able to: actively use negotiation theory; choose when to apply interest-based negotiation as opposed to positional-based bargaining; apply newly-acquired negotiation techniques; and demonstrate improved negotiation skills that bring about mutual gains.

Who attends this course?

Employers' and workers' representatives; industrial relations practitioners; anyone who is expected to be involved, directly or indirectly, in negotiations, whether at enterprise, sectoral/branch, local or national level.

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