Cornell University

Scheinman Institute on Conflict Resolution

456 ILR Research Building, 607-255-9298

Effective Collective Bargaining Skills and Strategies LR203


Select the session you'd like to attend

The effective negotiation of a collective bargaining agreement requires a thorough understanding of the negotiation process. This knowledge will enable you to develop and implement negotiation strategies necessary to achieve your objectives. This workshop covers:

  • Bargaining plans, strategies, and tactics
  • Preparing for face-to-face negotiation sessions
  • Handling negotiations at the bargaining table
  • How to obtain an agreement

Key Topics

  • Developing bargaining plans, strategies, and proposals
  • Steps to establishing an overall negotiation strategy
  • Systems for managing the bargaining committee
  • Techniques for developing offers
  • Methods for resolving union proposals
  • Maximizing effectiveness at the bargaining table
  • Strategically presenting offers throughout bargaining
  • What to do during 11th-hour negotiations
  • How to settle the sticky issues and reach agreement
  • A checklist for communications during negotiations
  • Preparing a memorandum of agreement
  • How to develop a strike contingency plan
  • Determining whether to use a mediator

Special Features

A full-day collective bargaining simulation in which participants negotiate in a small group setting against experienced labor relations professionals with ample opportunity for ongoing, real-time feedback and discussion

Who Will Benefit

Labor relations, human resource, operations, and finance professionals who represent or support management in collective bargaining


Preparation for Collective Bargaining (LR201) is a required prerequisite and must be completed prior to taking Effective Collective Bargaining Skills and Strategies(LR203).

Open enrollment workshops can be taken individually or as part of a certificate in Contract Administration Studies or Collective Bargaining Studies. They are also available as Labor Relations Customized Programs for your organization.


Theodore Bennett, Esq., Senior Director of Labor Relations, ARAMARK, was formerly a partner in a law firm and represented clients in labor relations, HR, and employment law. Mr. Bennet also served as a senior HR executive for several companies including the Coca-Cola Bottling Company of New York, Inc., responsible for HR, labor relations and related legal matters.

Steve Gorkin, Former Vice President, Global Labor Relations, Colgate-Palmolive Company, was the company's chief spokesperson in the U.S., with preparation responsibility for collective bargaining agreements. Mr. Gorkin was also responsible for overall labor strategies globally. Previously, Mr. Gorkin served as director of human resources for Dannon Company, in which he negotiated contracts with 40 different unions.

John Herbert, Esq., Founding Partner of Ferreira & Herbert Law Group, LLC, and Of Counsel to Rivera & Colon, LLP, has for more than 30 years, has specialized in employment and labor relations law, as well as discrimination, immigration, mediation, dispute resolution, medical products liability, contracts, and general law and litigation matters. Mr. Herbert is also a court certified mediator, and has been involved with a number of mediation and arbitration matters across the country and abroad.

Morgan L. Pape, consultant in labor employment and EEO areas. Formerly, he was director, labor relations, ITT Industries Corp., where he negotiated collective bargaining agreements in the manufacturing, automotive, electrical, defense, insurance, and hotel industries. He has developed strategies and supervised labor negotiations with many bargaining units.

Robert Pearson, Vice President, Human Resources, Sabre Industries, Inc, has held senior human resource positions at Princeton University, Teva Pharmaceuticals USA, General Motors, and Saturn Corporation. His responsibilities included employee/labor relations and negotiations with five staff unions at Princeton, and with the UAW, Machinists and Teamsters unions, where he served as management's chief spokesman.

Donald W. Savelson, Esq., Partner, Proskauer Rose LLP, handles a wide variety of labor and employment matters for the firm, including WARN, NLRA wage/hour, unemployment, ADA, FMLA, workers compensation, and occupational safety and health matters. He regularly litigates before government agencies and in the courts and has been actively involved in litigating numerous complex OSHA cases. He has written and lectured widely for almost twenty years and co?authored the first law book on OSHA in 1976, entitled Occupational Safety and Health Law and Practice. Formerly, he was an attorney with the National Labor Relations Board.

Andrea M Basile Terrillion, Esq., Employee and Labor Relations Consultant, served as Director of the Labor Relations Department for both Cornell and Yale University. Focusing on simulation-based education for industry professionals, Ms. Terrillion translated her legal practice in labor relations, equal opportunity, civil rights, and grievance handling for the classroom, educating more than 300 executive educators through Cornell's ILR certificate program. She additionally has spearheaded the development and implementation of "train-the-trainer" programs for major hospitality and oil industry employers, resulting in comprehensive, transferable labor relations education for thousands of supervisors and managers. A published author of both e-Cornell courses and numerous HR and Law related periodicals, she is a staple lecturer on workplace and labor management issues throughout the United States. Ms. Terrillion graduated cum laude from Albany Law School of Union University and she is a member of the American Bar Association's Labor and Employment Law Section.