Preparation for Collective Bargaining (LR201)

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

Details for your selected date

16 East 34th Street, 6th Floor
New York, NY 10016
United States


Donald W. Savelson, Esq.

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.

Theodore Bennett, Esq.

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.

Dan McCray, Esq.

Director of Labor Relations Programs (HCD)
Deputy Director of the Scheinman Institute on Conflict Resolution

Dan develops and administers Conflict Resolution, Labor Relations programs at Cornell ILR School and the Scheinman Institute in New York City. He practiced Labor, Education and Municipal Law for 15 years in New York City, Nassau County and the District of Columbia, and served as Director of Labor Relations for DC Public Schools, Nassau County, and the New York City Department of Education.

16 East 34th Street, 6th Floor
New York, NY 10016
United States


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