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305-309: Entering into Collective Bargaining


J. Richard Dempsey, S.J.
J. Richard Dempsey, S.J., Arbitrator, Prof. of Industrial Relations, Univ. of Detroit
Richard McCracken
Richard McCracken, former V.P. of Industrial Relations, American Motors Corp.
Stuart Wright
Stuart Wright, Vice President for Industrial Relations, Kysor Industrial Corp.
John Schreier
John Schreier, former Director of Region 11, AFL-CIO
Robert Carton
Robert Carton, Manager of Employee Relations, Iowa-Illinois Gas & Electric Co.
James Conway
James Conway, .International Vice President, District 6, IBEW
Program 305: Entering into Collective Bargaining Highlights: The assumption is that you are well prepared and aware of the personalities and needs of the other side. Apply psychological conditioning to make the other side accept your proposals. Take the initiative; undermine the other side’s initiatives. Begin with minor issues first to foster an air of agreement; purge unattainable demands; and even if you are willing to concede an issue, try to get a concession from the other side for it anyway. Program 306: Bargaining to Wrap-up Agreement Highlights: The Issues: Non-economic issues are dealt with individually. Economic issues are usually dealt with on a package basis and often control the final agreement. Strategies During Bargaining: Once given, concessions are generally irretrievable. Keep the costs of the agreement terms constantly in mind. Strategies at the Eleventh-Hour: Float an offer to see what happens, while framing ultimatums in inferential terms. Induce settlement by alternating between the “carrot and the lash”. Program 307: How to Use Mediation Highlights: The Parties are the masters of their destiny. The FMCS mediator seeks to attain settlement, per se. The Parties seek settlement to their own advantage. How to Use the Mediator: Know the mediator and campaign in your favor. Be aware of innovative paths suggested by the mediator. Use the mediator as a buffer, “trial-ballooner”, and artful proposer. Program 308: How to Face and Deal with Rejection Highlights: An agreement is not an Agreement until it is ratified. Poor timing can be deadly with respect to rank-and-file attitudes. Overcome deadlock by re-wording proposals without changing the content, pursuing a new approach, and offering trial solutions. Program 309: How to Prevail in Collective Bargaining Highlights: Concentrate on how to proceed in order to achieve your goals. Be prepared to extol the virtues of your position. Listen to and understand the position of the other side. The Three Attributes of Bargaining: Climate, Pace and Approach. Work to dampen the other side’s expectancies. Change demeanor to unsettle the other side. Argue harmful effects of the other side’s proposals. Counter with better solutions.
Format

5 lectures.

Length

51 Minutes

Presenters

James Conway, .International Vice President, District 6, IBEW
Richard McCracken, former V.P. of Industrial Relations, American Motors Corp.
Stuart Wright, Vice President for Industrial Relations, Kysor Industrial Corp.
John Schreier, former Director of Region 11, AFL-CIO
Robert Carton, Manager of Employee Relations, Iowa-Illinois Gas & Electric Co.

301-304: Preparing for Collective Bargaining
310-312: Traps and Pitfalls

LMDSI Media Library

Videos:
  • Discipline Series
  • Labor Arbitration Series
  • Collective Bargaining Series
  • Absenteeism Series
  • Labor-Management Relations Series
Books:
  • How to Successfully Conduct Labor Relations
  • Attendance at Work Controls
  • How to Make the Contract Work on a Steward-Foreman Level
  • Due Process & Procedure
  • How to Achieve Competitive Unit Cost of Manufacturing Through Productivity

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Videos

  • Discipline Series
  • Labor Arbitration Series
  • Collective Bargaining Series
  • Absenteeism Series
  • Labor-Management Relations Series

Books

  • How to Successfully Conduct Labor Relations
  • How to Make the Contract Work on a Steward-Foreman Level
  • How to Achieve Competitive Unit Cost of Manufacturing Through Productivity
  • Attendance at Work Controls
  • Due Process & Procedure in Disciplinary Cases
 
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