• INTERNAL
• Keep Records
• Keep track of grievances/complaints
• Note Ambiguities
• Union rhetoric
• Pole your constituents
• Employer Policies

PREPARATIONS

• EXTERNAL
• General Economic Conditions
• Wage settlements in Industry
• Developing trends/legislation (mandatory retirement/pension/minimum wage)
• "Ask a Friend"
• Conduct surveys

NEGOTIATING TEAM

• WHO?
• Needed Expertise
• Anticipate Proposals
• Labor Relations
• Finance
• Research

EDUCATE

• The Issues
• Roles
• Process

Mandate

• Know your limits

DEVELOP PROPOSALS

• Realistic
• Trades
• Documentation
• Demonstrated Need
• Reflect workforce makeup
• Cost

NEGOTIATIONS

• GETTING STARTED
• Introduction/Roles
• Posturing
• Behavior
• Control
• Exchange proposals
• Explain proposals
• Why need
• Problems
• Documentation
• Sign off on agreements as you go
• Come back prepared on subsequent days
• Notes Notes Notes

STRATEGY

MAXIMUM AND MINIMUM OBJECTIVES

• Reveal - Little by little maximum expectations
• Conceal - For as long as possible the minimum position
• Monetary vs Non-monetary
• Argue Demands
• Resist Demands
• Compromise
• Don't be in a hurry to settle
• You snooze you lose
• Exploring the Possibilities - getting the maximum without economic risk or risk of strike/lockout

RULES TO LIVE BY

Never promise what you can't deliver

• What you give you never get back - Management Rights
• Don't show up your opponent
• Allow for face saving
• Never box the other side in

TRANSITION FROM OLD TO NEW

• "It's much easier to build a good relationship than to struggle with a bad one"

MOVING FROM TRADITIONAL ROLES TO A NEW VISION

• Mix of Union and Management
• Compromise
• Realistic Proposals
• Consider all possibilities

TRANSITION

OLD CONCEPT

• CONTROL
• CONFRONT
• CONQUER

NEW CONCEPT

• COOPERATE
• COLLABORATE
• COMPROMISE