Collective Bargaining and Negotiation Techniques
(Arab Trade Union Confederation Educational Platform)
Dear colleagues,
We are pleased to present this lesson as part of the training series on the Arab Trade Union Confederation’s educational platform. It focuses on one of the most powerful and strategic tools of trade union work: collective bargaining and negotiation techniques.
Collective bargaining is not only a mechanism to improve wages and working conditions; it is also a democratic process that reflects the strength of union representation, reinforces social dialogue, and helps establish fair and stable labor relations within workplaces.
In this lesson, we will cover the following key areas:
• An introduction to the concept of collective bargaining and its importance as a right recognized in international conventions (such as ILO Convention No. 98).
• An overview of the main stages of the bargaining process: preparation, demand formulation, negotiation, and reaching agreement.
• A practical exploration of core negotiation techniques, including building positions, managing dialogue, handling obstacles, and avoiding deadlock.
• A discussion of case studies and field experiences from within the Arab region and internationally.
The lesson also includes practical tools such as:
• Templates for drafting workers’ demands.
• Bargaining analysis charts.
• Training videos simulating real negotiation scenarios.
Mastering the art of collective bargaining is essential for empowering trade union leaders to secure real gains and turn workers’ demands into tangible results—through persuasion, organization, and legitimate union action.
Let us begin this lesson in a spirit of collaboration and engagement, as we work to strengthen our negotiation skills and defend the dignity of labor through strong and effective unions.