NEGOTIATIONS TRAINING BY MASTER NEGOTIATORS
Ask the average LR Specialist or union rep to list the various stages of the mid-term bargaining process and you are likely to hear a list of five or six, e.g., change is proposed, the union submits proposals, face-to-face bargain, mediation, impasse, agreement. While each is a recognized stage in the process, the truly experienced negotiators (or what might be called Master Negotiators) think of it as having many more. Listed below are the 20 discrete parts they typically plan around. The value of looking at many distinct pieces is that each has its own legal and other subtleties that Master Negotiators on either side of the bargaining table can exploit to gain an advantage or simply use to help both parties get over a hurdle. For example, there is significant FLRA case law spelling out rules and/or options at each stage as well. Leading a bargaining team without knowing the tricks, traps, techniques, and tactics of each stage is not a wise move. In fact, it is reckless. That is why we are so enthusiastic about the training Learning Everywhere® offers on federal sector mid-term bargaining. Their trainers are actual chief negotiators who have sat on both sides of the table, not merely neutrals or academics who have observed, read about, or studied what the best Chief Negotiators do. They know the FLRA precedents and FSIP tendencies to rely upon and the ways to squeeze out an advantage over the other side of the table. Continue reading →