Management Do's and Don'ts the Negotiations Process

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While most of the following suggestions may appear to be common sense, it does not hurt to review them (Heisel, 1979).

1. Maintain professional posture worthy of the respect of the entire work place.
2. Avoid countering unreasonable union demands with unreasonable offers.
3. Avoid attacks on union security
4. Avoid the words always, never, and final.
5. Be willing to make tentative concessions early to display good faith but not to the extent as to weaken position.
6. Use formalized columnar worksheets (or boards) to record union demands, management proposals, and agreements reached.
7. Get agreement on items as soon as possible after their introduction (reduces stress, confusion).
8. When completed package is submitted early and rejected, modify by eliminating problem areas without significantly changing cost and content.
9. When completed package is submitted late and anticipated acceptance turns into rejection, consider mediation.

While there are many other listings, this list is one of the most frequently cited.

References

This is slight adaptation of W.D. Heisel's recommendations for conduct at the bargaining table as reported in Bryan and Picard's Managing Fire Service, Washington D.C.: International City Management Association, 1979. Heisel's recommendations remain a part of contemporary labor relations training.

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