ILR School

Negotiation Skills (LB114)

Available dates

Apr 6—26, 2020
USD 199
May 13, 2020
Buffalo, New York, United States
USD 199
USD 199 per day
Oct 5—25, 2020
USD 199
+2 more options


Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with ILR School.

Full disclaimer.

About the course

This introductory-level workshop is designed to develop the skills of union negotiators who do not have extensive experience in advancing a collective bargaining strategy and in conducting face-to-face negotiations at the bargaining table.

Key Topics

  • The bargaining process, timing and procedures
  • Bargaining techniques, strategies and tactics
  • Maximizing effectiveness of the bargaining committee
  • Reading the other side; articulating the members’ needs; using the caucus
  • Identifying the employer’s pressure points
  • Coordinating table tactics with membership support activities

Approach and Features (in-person)

This live in-person workshop utilizes role plays, group discussions and a mock bargaining. Participants are given a variety of negotiating scenarios and learn various bargaining styles and strategies.

Approach and Features (online)

This asynchronous online workshop utilizes role plays, group discussions and a mock bargaining. Participants can access the website 24 hours a day seven days a week for twenty one days when it is convenient for them. Participants do not have to be online on a specific date or time. Participants must log in on at least 6 different days over the three weeks to allow interaction with others in the workshop.

Benefits to You and Your Organization

Participants benefit from observing numerous bargaining styles and negotiate with participants from various unions and sectors. Participants can build their confidence and skill level in a safe environment and gain feedback on their approach.

Trust the experts

Arthur Wheaton

Overview Arthur Wheaton is director of Western NY Labor and Environmental Programs for the Worker Institute at Cornell. His expertise includes industry education and workplace training, high performance work systems, negotiations and conflict resolution, as well as auto and aerospace industrial ...


Course reviews