Cornell University

Labor Leadership Skills Program: Negotiation Skills (online)

Friday, October 23, 2020 6am to 11pm

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 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.