Negotiation Techniques for Effective Collective Bargaining

"The promotion of collective bargaining at all levels is key to productive, fair and stable industrial relations. While an enabling regulatory framework and other measures to promote collective bargaining are essential, effective collective bargaining is often hampered by the parties' poor bargaining capacity. Indeed, they may adopt a negotiating style that does not allow them to achieve satisfactory results, being, in most cases, characterized by confrontation and lack of trust, which is the basis of sound industrial 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 foundations for democratic and stable industrial relations. The importance of promoting collective bargaining is enshrined in the Collective Bargaining Convention, 1981 (No. 154) and in the accompanying Recommendation (No. 163).

The skills, knowledge and ability of those representing employers' and workers' organizations are essential to preventing industrial disputes and achieving outcomes and agreements that satisfy the interests of all parties. Effective negotiation skills are not just "common sense." They are acquired through a combination of training and experience. The ITC-ILO course on negotiation skills provides participants involved in negotiations with first-hand knowledge and practice of negotiation skills and techniques. In addition, the training aims to develop participants' capacities to improve their negotiation skills and, therefore, to achieve satisfactory outcomes for their organizations.

Language

The course will be taught in Spanish, so participants must have a good command of this language.