Elements of Collective Bargaining

• Legal Framework for Bargaining

 • Subjects of Bargaining 

• Duty to Bargain Before Changing Conditions

• Impasse Doctrine 

• Duty to Provide Information 

• Surface Bargaining 

• Role of FMCS

• Context for Negotiations

• Bargaining Committee & Resource Need

• Developing Negotiating Strategies

• Information Review

• Data Assembly

• Communications 

• Strategic Business Objectives

• Anticipating Union Demands

• Preparations for Negotiations Begin 

• Participants assigned to teams to discuss critical case issues (est. 6 per team)

• Corporate Campaigns and Inside Games

• Strike Contingency Planning 

• Post-Strike Planning 

• Discussions Outside Formal Bargaining 

• Role of Executives

• Bargaining Protocols 

• Bargaining Enablers 

• Across the Table 

• Proposals and Counterproposals 

• Management’s First Proposal 

• Closing the Deal

• Ratification and Communication 

• Communications Post Negotiations 

• Costing Proposals 

• Mechanics of the Case Costing Model

• Prepare and deliver opening statement 

• Discuss negotiations ground rules with union 

• Prepare/present Management's written demands

• Discuss/clarify Union's written demands