Seminar addresses Preparation, Tactics, and Techniques of Negotiation. It will cover:
- Exercise in Costing out the Labor Agreement.
- Negotiating, Job Security, Healthcare costing and Drug Testing.
- Writing Effective Clausing.
- Negotiation and Team skills.
Speaker will discuss preparing for a labor negotiation,"utilizing through a two hour negotiations using negotiation tactics and techniques". The Art of Listening, getting the process moving at the table, you will learn the way to not only write effective clausing but the opportunity to Negotiate it in a two hour “mock negotiation”. You will have the opportunity to learn the key formulas in costing out your labor agreement. You will understand the key criteria in selecting your Negotiations team, understand the Do's & Don'ts of Labor Negotiation.
Areas Covered:
- Write and Negotiate Effective Clausing in a two hour exercise.
- Understand “How’s and Whys “ of negotiations in a two (2) hour negotiations of Healthcare cost, Drug Testing and Job Security.
- Cost out your Labor Agreement in a one hour exercise, Learn what ‘Roll up” is and ensure it doesn’t happen!
- Negotiate as a Team NOT individual in a one hour exercise of team skills
- Negotiate a Labor contract over three (3) hours resulting in “Strike or Settle”. You control the result!
- The Dangers of “Side meetings”? what are the legal Obligations of the Offer - Counteroffer Process? When to utilize Employer Pressure Tactics, How to recognize Union Pressure points, Learn the many Ways “to Say No”, How to get Movement at the Table. Learn to Develop The Final Package.
- Be successful with the Tools To Prepare for a Strike., What To Do In the Event your Union Fails to get Ratification of the Agreement?
- How to deal with Work Stoppages. When to consider using a Mediator?
Who will benefit:
- Vice Presidents,
- Directors,
- Managers,
- HR or Operations
- This seminar is a "must attend" for anyone with a current or future bargaining unit responsibility
Topic Background:
You can lose as much formally across the table as you can informally in the hallway, can you afford to say the wrong thing? Learn how to communicate in the language of a Negotiators, not a Manager.
Saying the WRONG thing or the WRONG way at the table can easily turn the Unions’ Economic Strike to that of a ULP Strike, impairing your ability to hire permanent replacements, and ensure costly ULP hearings before the NLRB.
Can you afford to NOT find out what the Union REALLY needs?
Let’s ensure you have success at the table.
Learn how to successfully utilize the mediator to ensure success!
- 8:30 to 8:45 AM: Introduction
- 8:50 - 9:50 AM
- What is Negotiation?
- The “Players”
- Their “Roles”
- Where to Negotiate
- What is Negotiation?
- 10:15 - 10:45 AM: What do we need to negotiate?
- 10:45 - 12:00 PM: Bargaining (exercise)
- 12:00 - 12:45 PM: Lunch
- 12:45 - 01:30 PM: Bargaining (exercise)
- 01:30 - 02:00 PM: Develop Company proposals
- 02:00 - 03:00 PM: Costing out the Labor Agreement
- 03:00 - 04:00 PM: Clausing (exercise)
- 04:00 - 05:00 PM: Negotiation tactics and techniques
- 8:30 to 9:45 AM: The Union negotiating team
- Awareness to their role
- Offer – Counteroffer
- Concessions
- Listening
- Communications
- Side Meetings? Dangers?
- Using the caucus as a tool
- 09:45 - 10:00 AM: Break
- 10:00 - 12:00 PM: Start preparatory meetings for “Strike or Settle” negotiations
- 12:00 - 12:45 PM: Lunch
- 12:45 - 02:45 PM: Bargaining “Strike or Settle”
- 02:45 - 03:15 PM: Bargaining Recap
- 03:15 - 04:30 PM: Should I extend the Contract?
- What to do if the Union fails to Ratify?
- Unions and Strikes! What do I have?
- Preparing for a Strike
- Mediation services
- Work stoppages
- 04:30 - 05:00 PM: Closing Comments -Q & A
Gerry McLaughlin
Consulting Labor Negotiations Employee Relations, Gerry McLaughlin Consulting LLC
Gerry McLaughlin Ms. IR, is the author of “Negotiating The Labor Agreement” His experience covers 40 years of successfully negotiating over 500+ labor contracts in varied industries as Executive Director and Vice President for Fortune 100 Companies, and in areas, such as, but not limited to, Manufacturing, Distribution, Telecom, Retail, Healthcare & Senior Care, Food services, Housekeeping & Facilities.
Gerry has negotiated with over 20 National and Local Unions, trained 1000’s of Managers in “Managing a Union Workplace”, Collective Bargaining as well as Union Avoidance and Employee Relations issues.
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