This intensive course is designed to prepare the collective bargaining team for negotiations. It includes multiple opportunities for participants to practice what they are learning through cases studies, group exercises and a negotiation simulation. Participants learn how to put their organization’s corporate strategy at the center of their thinking when developing a bargaining strategy. Using their knowledge of corporate strategy and the operations of the organization, participants engage in an interactive exercise to develop bargaining strategy which includes translating overall objectives into specific proposals and anticipating union’s response and demands. Students then learn and practice “at-the-table” negotiating strategy and tactics. Cornell Instructors and select participants will form the union teams. Among the union teams’ duties, is to guide the flow of the negotiations to highlight key learning points and where application of best practices would be useful.
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