Preparation for Collective Bargaining (LR201)

Participants learn how to align collective bargaining objectives to organization strategy, organize and prioritize management and union goals, and prepare for the bargaining table. An in-class project includes preparing and delivering a presentation to management on bargaining authority. 

This training is for labor relations, human resource, operations, and finance professionals who support or are responsible for collective bargaining.

Key Topics

  • Assembling and analyzing internal and external factors that influence negotiations

    o Reviewing grievance and arbitration logs

    o Obtaining input from supervisors and managers

    o Evaluating bargaining unit demographics

    o Reviewing wage rates, benefits, and current cost data

  • Determining management objectives and bargaining positions

  • Anticipating union demands; formulating management responses * Calculating and assessing current contract value and projected agreement costs

  • Identifying labor strike and settlement issues

Approach and Features

Case study analysis of complex, cutting-edge economic and operational issues culminates in group presentations to a simulated management team of experienced corporate negotiators and strategists. There will be a panel discussion about current collective bargaining trends, issues, and solutions.


Theodore X Bennett

John T Herbert

Donald W Savelson

Debra Osofsky

Debra Osofsky, Esq. is an attorney with over 25 years of experience as a negotiator, advocate, problem-solver and teacher. Debra received a B.S. from Cornell ILR in 1985 and a J.D. from Harvard Law School in 1989. She litigated with the law firm of Shaw, Pittman, Potts and Trowbridge, then advocated, negotiated and trained for the Air Line Pilots Association (ALPA). Ms. Osofsky has also served in leadership positions, as the Executive Director of AAUP-UMNDJ (a medical faculty Union) and as the National Director of News and Broadcast for the American Federation of Television and Radio Artists (now SAG-AFTRA).

Steve Gorkin

Robert Pearson


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