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

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.

• Learn by doing — Live negotiation simulations, role-plays, and group exercises that mirror real-world collective bargaining situations.
• Expert facilitators — Internationally experienced negotiators and mediators who combine deep theoretical knowledge with practical field experience.
• A diverse global community — Engage with participants from social dialogue and labour relations contexts worldwide, sharing challenges and good practices.
• Immediately applicable skills — Techniques and frameworks you can apply directly to your negotiations as soon as you return to your workplace.

This course combines a pre-course online phase and a face-to-face residential week at the ITCILO campus in Turin.

• Pre-course online phase : Before arriving in Turin, participants complete 3 self-paced learning modules on the ITCILO eCampus platform. These modules introduce the core theoretical frameworks — conflict dynamics, negotiation approaches, and preparation techniques — so that the residential week can focus entirely on practice and application. Completing the pre-course phase is expected before the start of the residential week.
• Residential week in Turin  : The five-day residential programme at the ITCILO campus in Turin is built around practical learning. It combines expert presentations, comparative case studies, group work, plenary discussions, and — above all — live negotiation simulations in which participants practise the skills developed during the pre-course phase. Facilitators provide real-time feedback, and the diverse international mix of participants enriches every exercise.

The course fee includes full board accommodation at the ITCILO campus in Turin, routine medical care, medical insurance, and internet access.

Travel costs are not included in the course fee and remain the participant's responsibility.

• Pricing — 2027 prices have not yet been published. As a reference, the 2026 edition of this course was priced at €2,600. A similar amount, with possible minor adjustments, can be expected for 2027 — final pricing will be confirmed on this page soon.
• Language — The entire training programme is conducted in English. A good command of the language is required.
• How to apply —  Click Apply Now and complete the online form. Applications are reviewed through a selection process, subject to receipt of the completed application form and a sponsorship letter from the employing organization covering the course fees.
• Payment and cancellation — The total fee must be paid in advance. To withdraw, notify the Centre in writing at least 14 days before the course start date. See the full payment and cancellation policy.