COLLECTIVE BARGAINING Concepts, Process, Strategies and Techniques

COLLECTIVE BARGAINING  Concepts, Process, Strategies and Techniques

IN LIFE,
YOU DON’T GET WHAT YOU DESERVE,
YOU GET
WHAT YOU NEGOTIATE

NEGOTIATION REMINDERS

                                                Benjamin Franklin

                                                Leonardo Da Vince

COLLECTIVE BARGAINING IS THE LIFEBLOOD OF TRADE UNIONISM AND IT IS THE MAIN PURPOSE FOR WHICH WORKERS FORM THEIR ORGANIZATIONS.

WHY COLLECTIVE BARGAINING?

BROADLY, COLLECTIVE BARGAINING

Covers the entire range of organized relations between the employers and the unions representing the workers.  This range covers (1) the CBA negotiation;

                (2) the administration of the CBA; and (3) the interpretation and application of the CBA

THIS CAN BE LIKENED TO THE
THREE (3) DEPARTMENTS OF A
DEMOCRATIC GOVERNMENT –
LEGISLATIVE
for contract negotiation
EXECUTIVE
for administration of the CBA
JUDICIAL
for contract interpretation and application

DIFFERENCES IN PERCEPTION AND APPROACHES TO COLLECTIVE BARGAINING

UNION

                Transitory

                Life of contract

                Tentative and subject to ratification

                Are geared towards short-term goals

                Easier to correct

MANAGEMENT

Permanent

Building blocks, pyramid effect

Final and difficult to back out

from

Towards long-term consideration  –productivity, market prospects

Difficult to change

HOW UNIONS BARGAIN

The union structure is totally opposite to that of a business organization in terms of

PROCEDURE IN COLLECTIVE BARGAINING

ROLES AND RESPONSIBILITIES OF TU NEGOTIATORS

10 MOST IMPORTANT QUALITIES OF A SUCCESSFUL NEGOTIATOR

1. Know how to prepare and plan                
2. Know the subject proposals
3. Ability to think clearly and rapidly
4. Ability to express thoughts
5. Know how to listen
6. Good judgment
7. Integrity
8. Ability to persuade people
9. Patience
10. A decisive mind

KEYS TO PROPER QUESTIONING

RULES FOR ACTIVE LISTENING

PREPARING THE NEGOTIATION CHECKLIST

1. When is the negotiation taking place? 

                                                Are there things that might affect the deal?

                                                How much time do we have?

                Issues that should be avoided?

3. How should issues be ranked?

                                                Need or must have

                                                Nice to Haves

                                                Trade-offs

                               

                                How badly do they need this deal?

                                What is important to them?

                                Beliefs, attitudes, styles

                                Minimum terms you would accept?  Your limit?

7. What’s your plan of action?

                                Write your agenda:  what to discuss first, second….        

TOP NEGOTIATING TECHNIQUES

TYPES OF NEGOTIATORS

CARP

SHARK

DOLPHIN

THE WIN-WIN SYMBOL

“The Win-Win negotiator’s symbol is intended to remind us

that while we would all like to win

at our professional and private lives,

 it is impossible for us

to continually do so unless we are willing

to help others win with us.”

-NF-      

SOURCE: kilusan-tucp