Preparation is one of the keys to a successful negotiation. Here are some tips when preparing for negotiations:
- Survey all the operational and non-operational teams who are impacted by a contract and get their input on what changes, if any, they would like to see made to the CBA
- Prioritize all the proposals from “nice to have” to “must haves” along with a cost associated with each proposed item
- Identify non-cost items that impact administrative or operational efficiency
- Work with your finance team to build a model that can cost out company and union proposals
- Identify bargaining team members and subject matter experts who will be needed during negotiations
- Identify your competitors and comparators when benchmarking contract provisions
- Establish a steering committee of senior executives who will provide guidance on negotiations strategy and cost limits