Negotiation Skills for Collective Bargaining Training

The programme

Programme overview

In today’s complex and evolving South African industrial relations environment, effective collective bargaining requires strategic preparation, disciplined negotiation practices, and outcome-focused engagement.

This Negotiation Skills for Collective Bargaining Training course equips both employer and union negotiators with the knowledge, tools, and practical skills required to conduct structured, pragmatic, and legally compliant negotiations that lead to sustainable agreements. Particular emphasis is placed on alignment with the Code of Good Practice: Collective Bargaining, Industrial Action and Picketing and related frameworks governing industrial relations.

The Negotiation Skills for Collective Bargaining programme strengthens the capacity of negotiation teams to engage constructively, manage disputes professionally, and improve bargaining outcomes. It can be delivered as a joint intervention for both management and union representatives ahead of formal negotiations to promote mutual understanding and collaborative engagement.

The course may be delivered over two or three consecutive days or presented in a modular format to suit organisational requirements.

Who should attend

Who is this programme for?

This Negotiation Skills for Collective Bargaining Training course is designed for professionals involved in collective bargaining and labour relations, including:

• Employer Negotiation Teams
• Trade Union Negotiators and Representatives
• Human Resource Managers and Practitioners
• Employee Relations Specialists
• Industrial Relations Officers
• Labour Relations Managers
• Organisational Development Practitioners
• Legal Advisors in Labour and Employment Relations
• Shop Stewards and Union Officials
• Line Managers involved in workforce negotiations
• Public Sector Bargaining Council Representatives
• Executives overseeing labour relations strategy

Learning outcomes

What you will learn

By the end of the Negotiation Skills for Collective Bargaining programme, participants will be able to:

• Understand the legal and regulatory framework governing collective bargaining
• Apply structured and strategic approaches to negotiation preparation
• Distinguish between positional bargaining and needs-based negotiation
• Use balanced techniques to create and claim value during negotiations
• Apply a practical negotiation process model across all bargaining phases
• Develop effective mandates and manage representation dynamics
• Conduct productive pre-negotiation planning sessions
• Apply professional facilitation principles where appropriate
• Strengthen communication, exploration, and option-generation skills
• Present proposals and offers strategically and persuasively
• Manage emotions and difficult behaviours during negotiations
• Identify causes of deadlock and apply techniques to resolve impasses
• Conclude agreements effectively or manage unresolved outcomes constructively

Explore the programme

Detailed programme outline

• Collective Bargaining Frameworks
• The Accord on Collective Bargaining and Industrial Action
• The Code of Good Practice: Collective Bargaining, Industrial Action and Picketing
• Foundations of Negotiation
• Approaches to negotiation
• Challenges to effective negotiation and collective bargaining
• Exploring outcomes in negotiation
• Understanding positional vs needs-based negotiation
• Creating value and claiming value: a balanced approach
• The Negotiation Process
• A practical negotiation process model
• Phases in the negotiation process
• The mandating dynamic
• Preparation for Negotiation
• Preparing for negotiation strategically
• Pre-negotiation meetings
• Use of a facilitator
• Using a structured approach to preparation
• Opening & Exploration: Creating Value
• Opening negotiations with presence and professionalism
• What and how to explore
• Skills for effective exploration
• Generating options collaboratively
• Bargaining: Claiming Value
• Strategies for making effective offers and proposals
• The significance of alternatives to a negotiated agreement
• Managing emotion during bargaining
• Managing Stalemates & Closing
• Why deadlock occurs and how to respond
• Practical ideas for breaking apparent deadlock
• Finalising agreements effectively
• Confirming and managing deadlock where resolution is not reached

Learning approach

How you will learn

Our diverse instructional approaches ensure effective learning:

– Lectures & Presentations: Engage with expert-driven, stimulating content.– Course Material: Access well-crafted supporting resources.– Group Work: Collaborate on discussions and case studies for practical insights.– Workshops & Role-Play: Participate in immersive, scenario-based activities.– Practical Application: Focus on applying theoretical knowledge in real situations.– Post-Training Support: Receive extensive support after training for skill implementation.

Discuss your requirements

Dates, duration & arrangements

Contact Ratomac to confirm dates, duration, delivery format, entry requirements and any applicable assessment or certification before booking.