Effective Negotiations with Trade Unions Training Course

Are You Still Learning Union Negotiations the Hard Way?

The Challenge: Relying on trial and error during high-stakes union negotiations is a major operational risk. In today’s demanding industrial relations climate, facing tough union settings without rigorous preparation can lead to costly deadlocks and damaged relationships. Senior leaders can no longer afford to "learn on the job" or rely on outdated tactics; they must be strategically prepared for every eventuality.

The Solution: Drawing on well over two decades of specialised experience, this intensive, expert-led programme prepares delegates for optimum outcomes in the toughest of settings. Featuring trainers with genuine front-line experience, we move beyond basic theory to walk you through the exact strategies, background analysis, and delivery tactics needed to engage effectively with Trade Unions.

Why attend?

• Strategy: Develop a robust negotiation framework to ensure you enter the room with clear, defensible objectives.

• Preparation: Learn to meticulously build your case, anticipating union demands and formulating effective counter-proposals.

• Action: Apply your learning immediately through a comprehensive, practically-focused case study.

Strategic Impact for Your Leadership Team: Operating strictly under the Chatham House Rule to ensure open, confidential dialogue, this immersive day equips you with front-line insights. You will transition from reactive firefighting to confident engagement, learning how to:

• Assess the Background: Quickly evaluate the industrial context, history, and underlying pressures shaping union demands.

• Master the Delivery: Utilise proven communication techniques to manage tough conversations, hold your ground, and de-escalate tension at the negotiating table.

• Secure Optimum Outcomes: Bridge the gap between management goals and union expectations to reach sustainable, hard-won agreements.

Don’t wait for a critical dispute to test your team's capabilities. Get the specialist knowledge required to lead your organisation through complex trade union negotiations with absolute confidence and clarity.

"I faced a recognition request two weeks after this course. The 15-question framework saved us."  HR Director, Manufacturing

"The hot-seat exercise was terrifying and brilliant. I learned more in three minutes than hours of reading." Senior HR Business Partner, Logistics

"Finally! Training from people who've actually done this, not just consulted on it."  Employee Relations Manager, Retail

"Understanding union archetypes has completely changed how I approach every negotiation."  Operations Director, Food and Drink

• HR Directors and HR Business Partners managing recognised unions or facing recognition requests
• Employee Relations Managers and Specialists involved in collective bargaining or dispute management
• Operations and Site Managers who negotiate directly with union representatives
• HR Generalists moving into more complex employee relations environments
• In-house employment counsel wanting practical negotiation experience alongside legal knowledge

Particularly relevant for organisations in manufacturing, logistics, retail, healthcare, utilities, and the public sector, wherever union density is significant or growing.

09:30 - 09:35 Welcome and introduction

09:35 - 09:50 Learning objectives
A chance to meet fellow delegates and establish your learning objectives and outcomes for the day. Without deviating from the published agenda, our expert trainers will incorporate as many delegate-flagged challenges as possible. Alongside running under the Chatham House Rule, it’s one of the many ways we ensure the programme gives top value for money.

09:50 - 10:20 The new legislative landscape: Union relations 2026

What legal issues must employers consider right now?

• The difference between recognition, collective and national agreements;
• The legal framework, how a collective agreement works (ie. Incorporation), the formalities required to make a collective agreement;
• How collective bargaining works in practice; the sectoral bargaining developments and response

Managing traditional and legacy TU agreements

• Dealing with disputes, internal and external dispute resolution
• Are you prepared for negotiation: what legal & contextual awareness should be in place?

10:20 - 10:35 Interactive legal Q&A
Come armed with issues and challenges and put your questions directly to our experts. With reference to the areas highlighted during the breakout sessions, we will deliver solutions that are both strategic and pragmatic.

10:35 - 10:45 Recent case law: what lessons can be learnt?

• Kostal
• Tesco
• Mercer

10:45 - 10:55 Comfort break

10:55 - 12:15 Approaches to negotiation: essential elements to consider

• Update on trade union agendas and objectives: what do employers need to be aware of?
• Union styles and agendas: a round-up of key differences and approaches
• How can union policies & processes impact your negotiation?
• local vs. national policies
• dealing with different levels of union representation
• The difference between communication, consultation & negotiation
• Overcoming resistance to change
• Why do talks break down?: Encouraging and communicating directness & transparency, failure to share information, use of specific terms
• Intersection of Employee Relations and Industrial Relations: strategies to mitigate future challenges
• How to approach negotiations – attitudes & pre-conceptions: building better relationships with trade unions prior to negotiation & consultation

12:15 - 12:45 Real life negotiations and lessons from industry

• Establishing and communicating clarity of direction
• Building cooperation between the company and union(s)
• Foreseeing and deflecting predictable areas of dispute
• The importance of preparation: a checklist
• Tactics and strategy to be aware of
• War stories and lessons learned

12:45 - 13:45 Lunch

13:45 - 14:45 - Masterclass I: Principles of negotiation

• Perceptions – TU strengths & weaknesses
• Strategic planning: Core Business Objectives: Identifying the actual issue from the 'noise'
• How to prepare for a negotiation using principles: 15 questions & their multiple uses including:
• Moving away from point-scoring to constructive dialogue and building shared outcomes - avoiding confrontation
• Supporting representatives facing issues with members
• A detailed insight: How does the negotiation process work?
• The practicalities: anatomy of a negation-Understanding the process
• What are the different options?
• What happens if the demands can’t be met?
• Negotiation behaviours and types and when best to deploy each one
• Ballots, sign offs, communication strategies and mutual understanding
• Option-based negotiation model: Decision making timescales – in the moment vs. considered; ensuring best outcomes & better operations

14:45 - 15:00 Comfort break

15:00 - 15:50 Masterclass II: Negotiation scenario exercises and roleplay

Delegates will have the chance to put what they have learnt throughout the day into practice and develop their negotiation skills and approaches in this valuable training exercise. Each group will use one of the four negotiation approaches and will be fed realistic updates and changes to ensure the experience is as realistic as possible. Trainers and facilitators will support throughout. Attendees will receive detailed feedback including lessons learnt from other examples and insight into how we can get tricky negotiations right. Delegates will leave this session with a toolbox including:

• What language to use and when
• Strategies to remain objective and impersonal
• Non-verbal communication awareness
• Ability to actively listen
• How to deal with facts and evidence
• How to avoid team and individual bias
• Boundary setting techniques and guidelines

15:50 - 16:00 Wrap-up and outstanding questions

16:00 - End of training

What does BFI specialise in?
BFI provides expert-led training in HR compliance, employment law, immigration for employers, union relations, workplace inclusion, and AI and talent solutions.

Who typically attends your courses?
Attendees include HR managers, legal teams, compliance officers, operations leaders, and public sector employers.

Are your trainers practitioners?
Yes. All trainers are experienced specialists; we feature practitioners from the public and private sectors as well as lawyers, policy advisers, former regulators, and consultants.

How do I book a course?
Choose an event on the website and click Register. You can pay online with a credit card or request an invoice.

Do you accept purchase orders?
Yes. Public and private-sector organisations may use PO numbers. These can be added during the registration process, or can be retrospectively added to am invoice if the place has been booked already.

We need to set you up as a Supplier, can you complete a form or send me over your company information?
Yes, we can do either; please contact us via info@bfi.co.uk

Can I get a PO number added to our invoice?
Yes, please send details through to info@bfi.co.uk or reply to us using your confirmation email

Do you offer group discounts?
Yes. Discounts for multiple bookings are automatically applied at checkout. For groups of over ten, it may be more cost-effective to run the course in-house. Call 01983 861133 for details

Can I transfer my place to another date or colleague?
Yes. Substitutions are free, and transfers are typically allowed within a set timeframe.

What is your cancellation policy?
BFI follows standard UK training-industry cancellation terms.

How are online courses delivered?
Training is delivered live via Zoom with interactive Q\&A and case-based discussion.

Will I receive slides and supporting materials?
Yes. Attendees receive slides, templates (where relevant), and many other useful documents and links.

Will I receive a copy of the event recording?
Our monthly subscription and webinar clients receive recordings of the live sessions; otherwise we do not record our courses to encourage confidential discussion and questions under the Chatham House Rule

What time zone are online events delivered in?
All events are delivered in UTC / London time unless otherwise stated

What is included in in-person events?
Full-day training includes refreshments, full documentation which is emailed prior to the event and networking opportunities.

Are your venues accessible?
Yes. All venues are fully accessible.

Are your courses CPD-certified?
Many courses are accredited by The CPD Certification Service.

Can I ask questions about my organisation’s situation?
Yes. Trainers answer questions during the session and can respond afterward.

Will the training help us prepare for an audit?
Yes, on our audit courses you will learn what triggers visits, what officers look for, and how to evidence compliance.

Will I receive a certificate?
Yes. All attendees receive a digital certificate of course completion.

Do you offer private or in-house training?
Yes. All courses can be tailored for your team. Visit https://bfi.co.uk/team-training/

Do you offer consultancy?
Yes. BFI offers policy reviews, audit preparation, HR compliance support, and workforce advisory services.

By the end of the course, delegates will be able to:

• Get a valuable update on the new legislative framework; what laws are changing under Labour and how should employers be preparing
• Understand the psychology, process and behaviours of the negotiating process
• Gain insight into the impact of the new Labour administration on UK industrial relations and legislation
• Learn from valuable experience of successful practitioners
• Monitor, manage and influence social media challenges
• Maximise your relationship with your workplace Unions and develop a joint-problem-solving culture
• Explore and learn new skills to successfully resolve real-life negotiations
• Move past brinksmanship and stalemate to facilitate honest, open dialogue
• Take part in practical exercises and scenarios
• Learn how to foster positive Union relations both day-to-day and during negotiations