Collective bargaining is a strategic process of give-and-take that demands thoughtful preparation long before you sit down at the table. Here are 11 practical tips to help you navigate it like a pro:
- Prepare early: Do your homework. Know your data, your goals and objectives priorities, your “must haves”, and your fallback options before you enter the room.
- Listen to executive leadership: Take your guidance on bargaining goals and objectives from your senior leadership and keep them informed on progress as you negotiate.
- Stay unified: Ensure your bargaining team is aligned on shares the same goals and messaging.
- Package proposals: Bundle related issues together. Packaging creates flexibility and speeds up problem-solving.
- Start with small wins: Begin with “no cost/low cost” issues you can agree on quickly. It builds trust and sets a positive tone for tougher conversations.
- Focus on interests, not positions: Go beyond the “what.” Understand the “why” behind each side’s demands to open the door to creative solutions.
- Communicate clearly: Use simple, direct language. The clearer your message, the fewer misunderstandings and delays.
- Use data, not assumptions: Bring quantitative evidence including benchmarks, financial info, operational impacts. Facts help build credibility and stronger agreements.
- Stay professional: Emotions can stall progress. Keep the conversation respectful and solution-focused, even when discussions get tough.
- Be patient, but persistent: Progress often comes in steps, not leaps. Keep moving the conversation forward.
- Know when to pause: If talks hit a wall, take a breather. Breaks create space for reflection and fresh ideas.