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YOU AND YOUR PRINCIPAL
PREPARING FOR BARGAINING
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ability to pay able accept achieve approach asked attitude avoid award bargaining goals bargaining team basis believe benefits best deal body language bottom line Brer Rabbit burning bush client collective agreement collective bargaining CONFESSION AND AVOIDANCE confrontation consider cost course create leverage credibility demands develop effective employer expect fact fact-finder feel final offer selection freely negotiated give high ball impasse important interest arbitration involves Lancaster House lawyer low ball mandate matter mediator mediator's neutral never non-monetary items non-ratification obtain Ontario opinion orthodontic persuade the parties position principal principal's problem proposal public sector disputes ratify reasonable settlement recommend refuse reject resolving response result retirement gratuity risks round of bargaining sell senior counsel sensible setde setdement settle side side's strike or lockout success tactic tell tentative agreements Teplitsky total compensation trade-offs trust truth union wage increase whipsaw