Strategic Collective Bargaining

led by Neil Patton and Neil Gold

FBS and pre-th!nk present a three-day intensive, hands on workshop.

March 23-26, 2020
Radisson Admiral Harbourfront Hotel
249 Queen's Quay West
Toronto ON
M5J 2N5


Start 3:00 p.m. Monday March 23, 2020
Finish12:00 p.m. Thursday March 26, 2020

$2,995 early bird (until 11 p.m. January 17)
$3,600 regular rate
$2,895 Early Bird + Multiple (3+) of same institution (on or before January 17)* 

*contact [email protected] for group discount code

hotel accommodations (nights of March 23, 24, 25)
all meals 
(travel to and from Toronto at individual's expense)

Restricted to 24 participants, first-come first served.



who should attend

This workshop is for those with key roles in collective bargaining.

  • chief negotiators
  • collective bargaining team members
  • hr/lr, finance, communications and other practitioners involved in collective bargaining, supporting negotiations
  • senior leaders and executives supporting and accountable for collective bargaining


participants’ take aways

  • develop a strategic thinking and planning model for negotiations
  • enhance confidence of bargaining team through development of a strategic plan
  • establish a common framework, language, and tools for senior leaders to imbed strategic thinking into their processes for decision-making throughout collective bargaining
  • anticipate and prepare for the other party’s likely approach, strategy, and tactics
  • develop principles and framework for a strategic communication plan that will align with and support the University’s strategic organizational plan and overarching negotiation strategy
  • enable critical review of negotiation patterns and behaviours and their relative value in negotiations
  • align University leadership and the bargaining team around a strategic negotiation plan that is understood and supported widely by all stakeholders within the University
  • create overall understanding and alignment between the bargaining team and senior leadership regarding tactical and strategic thinking that will be undertaken during the bargaining process


what’s covered

  • understanding the nature of both negotiating and influencing in collective bargaining
  • focus on how we negotiate versus what we negotiate
  • get very clear on outcomes and the terms: matter - means - relationships
  • the critical internal negotiation - who, where, and how to manage the internal negotiation
  • understanding strategic communications, before, during, and after collective bargaining
  • testing key assumptions, core beliefs, and how these impact strategic choices and options
  • preparing the timeline of negotiation - the importance of pre-negotiation and preparation
  • understanding the basics of interest-based negotiations e.g., focus on interests, collaborative climate, option creation
  • identifying the needs of the other party
  • differentiating between positions and interests
  • viewing issues from the other party’s perspective
  • understanding and managing personal conflict styles
  • creating a constructive and collaborative climate for principles negotiations
  • bargaining team roles, using protocol agreements, and developing a mandate
  • identifying and managing tactics and counter tactics
  • gaining and pacing concessions and breaking impasse
  • the strategic pacing of negotiations and the critical stages/phases
  • using questions to gain information and influence 


For more information, please contact:

Neil Patton
[email protected]


Neil Gold
[email protected]

Veuillez noter que cet atelier sera livré uniquement en anglais.

Sorry, registration for this event is now closed.

Please contact Marie-Hélène Villeneuve at 613-230-6760 x333 or [email protected] for more information.