Preparation before negotiating
- Make sure the issue is clear
- Determine clear objective
- Check membership / worker support
- Collect facts
- Make notes of key arguments
- Predict management response
- List available options
- Check level of the management negotiator
- Choose a spokesperson
- Ensure your team is fully briefed
- Plan the form of presenting the case
At the bargaining table
The spokesperson should control the team
- Take proper notes
- Be firm, but polite
- Don’t be sidetracked
- Check management offers for clarity
- Do not discuss issues of offers within the team- use adjournments
- Never make a deal without prior authority
- Have management confirm the record of negotiations
After the negotiation
- Assess the result within the team and check the outcome
- Keep records of the outcome
- Prepare a report
- Report to all workers
- Forward report to registered associations
Important Principles of Negotiation
There are three basic DO NOTS of negotiating:
- Never negotiate alone, to avoid misunderstanding
- Never make a deal beyond your authority
- Never debate with your own team at the negotiating table. If you think things have gone wrong, call for an adjournment and discuss the problem in private
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