Negotiation skills for effective collective bargaining

Negotiation skills for effective collective bargaining
Image © Alice Lotti

Negotiation skills for effective collective bargaining

23–27 Setembro 2024
O curso está disponível em English
Apresentação do curso

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 negotiation 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 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 negotiation skills are not merely 'common sense'. They are acquired through a combination of training and experience. The ITCILO courses on negotiation skills provide those involved in negotiations a firsthand knowledge and practice of negotiation skills and techniques. The course aims to develop participants' capacities to improve their negotiation skills and therefore to reach satisfactory outcomes for their organizations.

Perfil dos participantes

- Employers and Workers' representatives - Industrial relations experts and practitioners


The ITCILO courses on negotiation aim to develop participants’ knowledge and understanding of consensus-building approaches to conflict management and dispute resolution. Emphasis is placed on how to move from a traditional style of adversarial negotiating to a negotiation style that allows mutual gains and strengthened relationships among parties.

  • 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 and 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

The workshop will be conducted in English and participants are therefore expected to have a good command of the English language.


The ILO promotes equality of opportunities and strongly encourages women’s applications.

The cost of participation is 2,445 Euros (EUR 1,775 tuition and EUR 670 subsistence) and should be paid in advance by the participant or his/her sponsoring organization. Participants will be provided with full board accommodation with private facilities at the ITCILO Campus, routine medical care and medical insurance, use of computer and internet facilities.

For information regarding payment, cancellation and refunds, please consult:

In order to apply for the course please click on the following link and fill in the application form that appears.

You will be required to attach a sponsorship letter from the Institution that will cover your course fees and travel. Please note that the deadline to apply is 8 September 2024.

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