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Negotiating a Labor Contract: A Management Handbook, Fourth Edition

This essential handbook provides step-by-step guidance and winning bargaining methods and strategies for negotiating a labor contract. It contains a substantial index, extensive checklists, and other charts and graphs to simplify preparation for and analysis of your labor negotiations. It covers essential topics such as preparation for negotiations, presenting proposals and counterproposals, costing demands and offers, ways to avoid impasse, labor law issues, preparing for strikes, working with mediators, and much more.

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If you are involved in labor contract negotiations, you need the handbook that gives you the winning strategies to meet the increasingly complex challenges involved in that process today: Negotiating a Labor Contract: A Management Handbook, Fourth Edition. Unlike its competitors, this practical and authoritative publication is neither a theoretical analysis nor a book of negotiating gimmicks claiming to be shortcuts to getting a contract. Rather, it is a step-by-step guide to all aspects of negotiations—from assessing the bargaining climate to drafting the final contract document—augmented with proven bargaining methods that have achieved successful results in today's bargaining climate. In between, it covers essential topics such as preparation for negotiations, presenting proposals and counterproposals, costing demands and offers, ways to avoid impasse, labor law issues, preparing for strikes, and working with mediators.

Written by and for practicing negotiators, the Fourth Edition refines the previous edition to strike just the right balance between providing a cogent and concise analysis of all aspects of the actual negotiation and directing the reader to the key issues that need to be researched away from the bargaining table. The book includes coverage of:

  • Typical subjects employees and employers bargain over through spokespersons or union representatives
  • How to learn the necessary information about the subjects under negotiation
  • Special words and techniques negotiators find helpful to use at the bargaining table
  • Constructive methods for disagreeing with other negotiators without causing hard feelings and completely breaking up the bargaining

In addition to giving you expert guidance, the book contains a substantial index, extensive check lists, and other charts and graphs to simplify your labor negotiations preparation and analysis. Many negotiators comment that labor negotiations look easy until faced with the prospect of an actual work stoppage. You can count on Negotiating a Labor Contract: A Management Handbook, Fourth Edition for the expert guidance needed to conduct negotiations like a pro when staring down the barrel of a strike.


AUTHOR

Bloomberg BNA authors and editors are practicing professionals with insider perspectives and real-life experience. Learn more about this book’s authors and editors.
Robert M. Cassel has been a partner in major San Francisco, CA, law firms and now practices from his own law office in Marin County, adjacent to San Francisco.

CONTENTS

View full tables of contents and read the book’s preface or introduction.


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