Skip to main content

Negotiation Skills

Course Number
LB114

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. This one day workshop is part of the four-day Labor Leadership Skills Bootcamp in Buffalo.

Choose your Class

Effective March 16, 2020, the educational programs scheduled to be delivered at our New York City facility will be moved to virtual delivery, where possible, or rescheduled. For those programs that do not lend themselves to a distance-education format, we will postpone them until we receive guidance from the University and public health officials that it is safe to hold those programs in-person. Please contact ilrcustomerservice@cornell.edu with any questions. We will provide updates as they become available from the University.

Schedule & Details

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
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.

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.

This workshop is part of the four-day Labor Leadership Skills Boot Camp, that also includes Costing Out a Contract, Basic Negotiation Skills, Steward Training and Effective Communication. Sign up for the full Boot Camp at a discounted rate of $597 (a $796 value) to earn your Labor Leadership Skills Certificate →

Customized Delivery

Schedule this program for your organization.

Get Updates

Sign up for notification of new workshop dates.

Have Questions?

This course is part of this certificate

App-Workers Organizing: Global Perspectives

Join us for a one-day international forum on the topic of policy and organizational solutions to the challenges of the "app-based" economy.
  • Circle with checkmark Icon
    May 8, 2020
  • Circle with checkmark Icon
    $50
  • Circle with checkmark Icon

    New York, NY


Register for App-Workers Organizing: Global Perspectives

See more dates and locations for App-Workers Organizing: Global Perspectives

Effective Communications At Work

This course, part of the Online Labor Studies Program, focuses on how to develop skills to improve the effectiveness of your communication relationships and enhance the quality of your life. The class will be highly participatory and include the most crucial readings on effective communications for working people.


  • Circle with checkmark Icon
    Apr 6 - Jun 21 2020
  • Circle with checkmark Icon
    $625

Register for Effective Communications At Work

See more dates and locations for Effective Communications At Work

Labor and Film

Part of the Online Labor Studies Program this course examines the history of unions in the US through the use of film. Students will explore the various social issues raised by each film. Each week we will watch a film, analyze it, and discuss our reactions.


  • Circle with checkmark Icon
    Apr 6 - May 23 2020
  • Circle with checkmark Icon
    $625

Register for Labor and Film

See more dates and locations for Labor and Film