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Basic Procedure

The bargaining process begins by asking, “Where might the contract be improved?”
How to get this information:

	Survey the attitudes and interests of members through questionnaires, jobsite meetings and local union meetings;
	Have stewards review grievance files;
	Obtain information from the international union. Contact your international representative for bargaining data and policies.
	Obtain bargaining data and contract language information from other local unions.
	Go over your contract step by step and assess each area for possible changes.

When drafting tentative proposals:

	Consider interests of all groups in local union
	Note any potential areas of conflict and be willing to compromise
	Be prepared to substantiate all proposals with factual data
	Prioritize proposals

		optimum goal (maximum realistic, achievable objective)
		target goal (likely objectives if power relationship with management is assessed accurately and they can be moved into settlement range)
		minimum goal (maximum concessions before striking or applying economic pressure such as a corporate campaign)

	Put proposals in writing
	Obtain feedback from membership

At the Table

There are many specific strategies and tactics at the table that can be used. For example, understanding the legal framework of bargaining is important. However, skillful negotiation is more art than science and the work of skillful negotiators is difficult to describe. Some principles to keep in mind:

	Probe to determine employers’ objectives and which proposals they really want, ask questions!
	Identify settlement range (employers use an optimum, target and minimum range, too) observe bargaining team to see who holds real authority.
	Thinking out loud on offering a concession or trade-off, dealing with "what ifs"
	Use caucuses as a strategic tool -discuss proposals, assess other side, chance to blow off steam, pull committee together, slow pace of negotiations, change the subject, plan strategy and tactics for session as well as future ones
	Solve the easiest items first-be fluid and seek alternate solutions-don't lay your cards out too early-save a concession if it's going down to the wire
	Be able to state your position when a proposal is rejected, never take no as a final answer!
	Only agree to proposals that you can deliver
	Attempt to obtain precise contract language for an item
	Don't reach agreement too far in advance of the deadline
	Avoid by-passing or side deals
	Set a date for the next session at the end of the current one
	Do not leave the bargaining table once a total agreement has been reached without initialed or signed copy in the committee's posession
	Remember that after negotiations are concluded, the union and employers still have to live together