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APPA Business & Financial Conference September 20,2004 Session 10. Getting the Most Out Of Your Negotiations. M. Scott Milinski. Know Your Realistic Bargaining Power. Your Key Issues & objectives Your Authority at the Table Settlement Trends “Politics ”. Preparation. - PowerPoint PPT Presentation
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APPA Business & Financial ConferenceSeptember 20,2004Session 10
Getting the Most Out Of Your Negotiations
M. Scott Milinski
Know Your Realistic Bargaining Power
Your Key Issues & objectives
Your Authority at the Table
Settlement Trends
“Politics”
Preparation
Wage and Benefit Comparables Financial Costs Meet with Policy Makers Input from Mgrs/Supervisors
Bargaining Team Roles
Chief Spokesperson
Note Taker Operations Specialist Observer Mgmt Identity
Ground Rules forNegotiations
Gives Either Side The Advantage
Ground Rules
Location Meeting times Recording devices Size of Teams Initial Proposals (Who goes first)
Order of proposals 1st Non economic 2nd Economic) Caucuses Media Tentative/Final Agreement
Initial Proposals
Get Union To Go First!
Receiving Proposals Listen and Clarify Do Not Add to the Proposal
Be Non Adversarial
Ask for Justification
Ignore Ridiculous Proposals
Identify Their Priorities
Presenting Proposals Sales Presentation
Opening Statement
Set the Tone, Send a Message
Explain and Justify Interests (Save some arguments for later)
Your Proposals are Valuable
“Table Manners”
Bargaining is a “Ritual” Small leading to Important
Not Always a “Tea Party”
Union Team Union Leader is a Political Figure
Little is Gained by Making Other Side Look Bad
Treat Each Other with Respect
Caucus/Recess if Union is Abusive
Your Team Be Prepared for the Session!
Control Your Side
Planned Outburst can be Useful
Humor can be Valuable
Proposals
“Good Until Close of This Session”
“Right to Return to Any Previous Position”
Package Your Proposals
Read Your Proposed Changes
Counter Proposals Get Union to Rely on Your Proposal Keep the Initiative!
Add a Concession You Make to Your Package
Note Every Concession You Make
Make Your Move After a Caucus
Remember Sign Off on Easy Proposals First
Small Concessions Early
Do Not Ask for Something You Already Have
Do Not Change Contract Unless Change is Intended
“Cosmetic” Changes are Dangerous
Also Do Not make Two Moves in a Row
Ask Union for a Counter Proposal
Tentative Agreement Contingent on Final Package
Have an Impasse Strategy
Seek Legal & Technical Counsel
Drafting Language Avoid Different Terms for Same Meaning
“Employee” vs. “Member” “Day” vs. “Calendar Day”
Avoid Different Meanings for Same Word
Employee “Pay” vs. “Compensation”
Use Examples for Clarity Use Language No Broader than Necessary Be Organized (article, section, etc)
Drafting Language Use Examples for Clarity
Use Language No Broader than Necessary
Careful with “Hedge” Phrases “whenever possible”
Be Organized (article, section, etc)
Concluding Negotiations Do Not Offer Best Package Too Early
Benefit of a Deadline
Retroactivity
Re Openers
Publicizing Mgmt’s Position
Union Ratification
Union Can Sell the Agreement to Its Members Better Than You
Do Not Discuss Agreement Details with The Media
Wrap Up Meet with Managers, Supervisors
and Staff on Contract Changes
Organize your “Binder”
Make Notes & Observations
Begin Preparing for Next Contract Negotiations
Contract Administration You Do Not Administer the
Contract
It is Bargained, But it May Not be Implemented
Staff and Line People can Give Away What You Bargained
Supervisors/Mgrs Must be Competent in Employee and Labor Relations
Train: Contract, Discipline, Grievances, Union Relations, etc
Develop Competency
NPELRA Nation Public Employer Labor
Relations Association(npelra.org)
Annual Training Conference April 10 – 14, 2005Pier 66 Fort Lauderdale
Master Certification in Labor Relations Academy I Foundation of Labor
Relations
Academy II Arbitration Process
Academy III Negotiation Process
Formal Paper
Academy Dates 2004 Oct. 16 II, Phoenix, Arizona Dec 9 II, East Lansing. Michigan 2005 Feb. 3-4 I & III, Minneapolis, MN April 10 II Fort Lauderdale, FL June I,II & III, Chicago, ILL Sept./Oct. Northeast
“Hot Topics” Public vs. Private Sector
Pay/Benefits Pension & Health Costs Stream Lining HR GASB-Termination Pay Changing Workforce National Security
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