Preparation for Collective Bargaining

Monday, November 16, 2015 - 9:00am to Tuesday, November 17, 2015 - 4:30pm
16 East 34th Street, 6th Floor
New York, NY 10016


Steve Gorkin
Morgan L. Pape
Donald W. Savelson, Esq.
Robert Pearson
Dan McCray, Esq.

Strategic preparation is critical to successful collective bargaining. This workshop focuses on determining the needs and interests of management and the bargaining unit and aligning collective bargaining objectives with overall business objectives. You will cover:

  • Establishing management objectives and bargaining positions
  • Setting management's collective bargaining priorities
  • Computation of the costs associated with bargaining proposals and contract terms
  • Formulation of bargaining strategies on difficult economic and operational issues

Key Topics

  • Assessment and preparatory research
    • Identifying internal and external factors that influence negotiations
    • Review of grievance and arbitration logs
    • Obtaining input from supervisors and managers
    • Analysis and assembly of negotiation information
      • Bargaining unit demographics
      • Wage rates, benefits, and current cost data
      • Area surveys of wages and benefits
      • Surveys of settlements and industrial patterns
  • Determining management objectives and bargaining positions
    • Determining collective bargaining priorities
    • Setting operational and economic objectives
  • Anticipating union demands and formulating management's possible responses
  • Costing of economic items in the current contract and projected collective bargaining agreements
    • Determining the actual cost of the current agreement before entering negotiations
    • How to determine the actual cost of percentage and dollar increases
    • Costing out additional days of paid time off
    • Cost considerations in a multiyear agreement
  • Identifying strike and settlement issues

Special Features

Case study analysis of complex, cutting-edge economic and operational issues, culminating in group presentations to a "management team" comprised of experienced corporate negotiators and strategists, and a panel discussion on current collective bargaining trends, issues, and solutions.

Who Will Benefit

Labor relations and human resource, operations, and finance professionals who support or have responsibility for collective bargaining

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.