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The course will cover the theory and practice of negotiation as it applies to workplace and business situations. Students will use actual contracts and participate in negotiation exercises. The focus is on giving students practice in bargaining a union contract with an employer. Students will be participating in at least two negotiation exercises and will be asked to write an essay on their negotiating position in each exercise. Students will choose to represent the union or the management in each of the cases and form bargaining teams to walk through the process of negotiating a contract.

Key Topics

  • Class will cover:
  • Legal requirements
  • Bargaining committees
  • Preparing for bargaining (collecting data and information)
  • Initial bargaining sessions (ground rules and exchanging proposals)
  • Costing out contract proposals
  • Tentative agreements
  • Strategies for ratifying contracts

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