Negotiating With Teachers, Cops and Nurses

ILR School

ILR School


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Who should attend

  • HR and LR Representatives
  • Department Heads
  • School Administrators
  • Police Chiefs and Deputies
  • Hospital Administrators
  • Advocates and Community Groups

About the course

Public-sector collective bargaining is now front and center in every municipality. Learn to create and execute a collective bargaining strategy that drives organizational goals and objectives. Prepare teams to develop and implement a negotiating strategy that has a realistic chance of success with the union and workforce.

This is not a conference. This is a workshop that teaches you how to develop and implement a labor, bargaining and negotiating strategy focusing on current trends in school, law enforcement, and health care. Program includes an all-day live, virtual collective bargaining simulation. Class size is limited.

Even before COVID-19, education, healthcare and law enforcement were growing areas of activity. Now they are front and center in every municipality. In education, when and how schools can reopen. In healthcare, the coming backlash to operating non-stop above capacity. In law enforcement, how to change the culture of policing.

Fortunately, New York State Legislature created Cornell ILR in 1945 for the express purpose of studying and teaching labor-management relations. Since then, it has been delivering practical and impactful education in collective bargaining to organizations in the public and private sectors.

Learn how to develop labor, bargaining and negotiating strategies; and practice negotiation techniques in a live, virtual collective bargaining workshop and simulation. Work with others in the public sector dealing with labor relations, in an interactive program that is as close to the way real life used to be as we can get.

Key features include:

  • Developing a labor strategy that drives organizational goals and objectives
  • Learning the preparation steps for collective bargaining
  • Developing and prioritizing bargaining goals and objectives
  • Developing a bargaining and negotiating strategy

Participants will practice:

  • Drafting and delivering opening statements
  • Drafting, presenting, defending and probing proposals and counter-proposals
  • Competitive and collaborative negotiation skills
  • Coming to agreement and/or managing impasse
  • How to conduct collective bargaining online

The program consists of 2–3 hours of pre-work and virtual sessions Tuesday–Thursday from 9 a.m. to 12:30 p.m. and 1:30 p.m. to 4:30 p.m. ET and Friday from 9:00 a.m. to 1:00 p.m. ET. All sessions include significant small group work in break out rooms, or the ability to complete certain short assignments away from the computer.


Day #1

9:00am-12:30pm (inclusive of pre-work)

Establishing a Labor Strategy

Preparation for Collective Bargaining:

Establishing Goals and Objectives


Establishing a Negotiating Strategy

Day #2


At-the-Table Protocols and Techniques


Small Group Simulation Preparation

Day #3

9:00am-4:30pm (Inclusive of breaks, lunch and bargaining caucuses)

Collective Bargaining Simulation

(Possible off-line homework this evening)

Day #4


Collective Bargaining Simulation


Debrief and Next Steps

Program Close


Theodore Bennett

Theodore Bennett, Esq., Senior Director of Labor Relations, ARAMARK, was formerly a partner in a law firm and represented clients in labor relations, HR, and employment law. Mr. Bennet also served as a senior HR executive for several companies including the Coca-Cola Bottling Company of New York,...

Dan McCray

Dan is an expert in workplace negotiation, mediation, arbitration, facilitation, teaching, organizational conflict, team building, leadership and change management. As Practice Leader and Director of the Labor Relations Programs, Dan is responsible for developing and teaching professional educati...

Negotiating With Teachers, Cops and Nurses at ILR School

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Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Read more about Government

Government courses primarily focus on real cases coupled with scholarly analysis, that define the effectiveness of a public organization's performance. Government training courses are of primary significance to those who are involved in public sector...

Read more about Negotiations

During Negotiations courses, you will learn the following components of negotiations: planning negotiations and useful tools, starting your conversation, working out objections and competent argumentation, imposing your own price and conversation dev...

Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.

We are happy to help you find a suitable online alternative.