Negotiating a Labor Contract: A Management Handbook

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Bureau of National Affairs, 1992 - Business & Economics - 559 pages
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Labor negotiation is like no other negotiation. This book tells you how to plan your strategy, approach difficult topics, and conclude successfully.

In step-by-step chapters, the author tells you how to prepare the management team, present your agenda, cost out demands and offers, draft contract language, and more. You get important background facts on negotiating health and welfare benefits, pension plans, and other volatile issues. Plus, the book includes successful approaches for negotiating joint union-management programs such as stock-option plans and gainsharing.

The author explains the law with real-life examples to guide you to a cooperative, mutually beneficial agreement.

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This is THE book that any Management negotiator should have available to not only read, but re-read and use as a reference during negotiations.


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Preparing for Bargaining
Developing a Bargaining Game Plan

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