Negotiation skills for effective collective bargaining

Negotiation skills for effective collective bargaining

Negotiation skills for effective collective bargaining

7–11 Settembre 2020
Il corso è disponibile in English
Presentazione del corso

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, its effectiveness is often hampered by the poor negotiation skills of the bargaining parties. They may adopt a negotiating style that precludes 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 take into account the interests of all parties. Effective negotiation skills are not merely 'common sense'. They are acquired through a combination of training and experience. The course aims to develop participants' capacities to improve their negotiation skills and therefore to reach satisfactory outcomes for their organizations.

Chi si iscrive a questo corso?

The course targets those who are currently involved or expected to be involved, directly or indirectly, in negotiations, whether at enterprise, sectoral/branch or national level.

Objectives

The course provides first-hand knowledge and practice of negotiation skills and techniques. It aims to develop participants' capacities to improve their negotiation 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 negotiation 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                      
  • demonstrate improved negotiation skills that allow mutual gains.
Contents
  • Identifying typical mistakes made by negotiators
  • The conflict dynamic / How conflict develops into a dispute
  • Different approaches to dispute resolution
  • Outcomes in negotiation
  • Different approaches to negotiation
  • What positional negotiation looks like
  • A problem solving model
  • The anatomy of needs based negotiation / Stages of needs-based negotiation
  • The negotiators’ dilemma
  • Costs and benefits of different styles of negotiating
  • How to maximize joint value and achieve optimum outcomes
  • The significance of alternatives to a negotiated agreement
  • Reality testing
  • How to open up a zone of possible agreement
  • The mandating dynamic
  • Preparation for negotiation
  • Behaviours of effective negotiators
  • Working with interests and needs
  • Reframing / Extracting needs
  • Finding mutual gains outcomes
  • The use of questions / Generating options and brainstorming
  • Managing your own emotion and responding effectively to the emotions of others
  • Helping people save face / Negotiating with difficult people
Language

Participants should have a good command of English.

Methodology

The methodology used will be highly participatory. The course will combine experts’ presentations, exercises and group work. It will draw upon consolidated training materials designed by the ILO and the ITC/ILO and that have been successfully used in various countries.

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