Preparing for Negotiation The Definitive Checklist Dispute Resolution

Preparing for Negotiation; The Definitive Checklist 为协商做准备; 权威的清单 Dispute Resolution Institute of New York 纽约争议处理学院

A Compilation of the Necessary Steps to Prepare for and engage in Collective Bargaining 一套必要的准备和参与集体谈判的步骤

Assessing Our bargaining Strength 评估我们谈判的实力 How do we assess our bargaining strength? 如何评估我们谈判的实力？ 1. Leadership qualities on both sides. 两方面的领导能力 2 Help available from international union. 从国际 会处得到帮助 3. Community environment and political situation. 社区环境和政策处境 4. Expiration date of contract. 合同的过期时间 5. Local and national economic condition. 本地和全国的经济状况 6. Supply and demand of labor. 劳动力的供应和需求 7. Degree of unity of membership 会成员团结的程度

Selecting the Negotiating Committee 选择协商委员会 1. a. b. c. d. e. f. g. Size of committee will vary according to size of organization and units to be represented. 委员会的规模将依据组织的不同规模和被代表的单位来决定 Committee may vary from five to fifteen. 委员会成员的人数可以从五人至十五人 Committee should have an uneven number. 委员会成员人数应该要有一个奇数 Large committee allows for more group representation. 大型的委员会允许代表多个组织 Large committee may mean more support for ratifying the agreement. 大型的委员会意味着对认可协议的更多支持 Large committee may make concessions more difficult. 大型的委员会可能使让步变得更加困难 Large committee may make chairperson’s job more difficult. 大型的委员会可能让负责人的 作变得困难 Large committee may make It more difficult to keep strategy secret. 大型的委员会可能让保持秘密的策略变得困难

Representation on Committee 委员会代表 1. a. b. c. d. e. f. g. h. Committee should be broadly representative of the membership. 委员会应该广泛地代表其会员 Officers 官员 Stewards 会干事 International union representative or business agent 总 会代表或业务代表 Representation for shifts 代表轮班 人 Representation for skilled and semi-skilled 代表技术 人和小技术 人 Representation for men and women 代表男人和女人 Representation for young and older workers 代表青年和老年 人 Representation for minorities 代表少数群体 人

Method of Selection of Negotiating Committee 选举协商委员会委员的方法 1. Election of members 选举成员 2. Appointment of members 任命成员 3. Combination of election and appointment 组合选举和任命

Method of Selecting Chairman of Negotiating Committee 选举协商委员会会长的方法 1. Appointment of chairperson 任命会长 a. By president or executive board 由主席或者执行委员会任命 2. Election of chairperson 选举会长 a. By members of organization 由组织的成员选举 b. By members of negotiating committee 由协商委员会的成员选举

Preparing for Negotiations 为协商做准备 1. Determining the interests of the membership 考虑会员的需求和利益 a. Through the negotiating committee 通过协商委员会 Negotiating committee should sound out membership 协商委员会应该从会员处了解情况 (1) Questionnaires 问卷调查 (2) Departmental meetings 部门会议 (3) Local union meetings 本地 会会议 b, Through the steward system 通过 会干事系统 Stewards should review their grievance file 会干事应该回顾 人的申诉文件

Preparing for Negotiations (Cont’d) 为协商做准备（继续） 1, Compare conditions with similar companies/bargaining units 比较相似公司或协商单位的情况 a. Check with international union representative 同总 会代表进行核查 b. Check international union policies 检查总 会政策 c. Compare with contracts of other locals 比较其他本地 会的合同 2. Consider the Unions institutional needs 考虑 会制度的需要

Preparing for Negotiations (Cont’d) 为协商做准备（继续） Drafting the Proposals 起草提案 1. Consider interests of all groups in local union when drafting the proposal 当起草提案时考虑本地 会所有团体的利益 2 Compromises may be necessary in order to obtain full support 为了获得更多的支持，让步可能是必要的 3, Review for potential areas of conflict 回顾有潜在冲突的方面

Preparing for Negotiations (Cont’d) 为协商做准备（继续） Be prepared to substantiate all proposals with factual data 准备好用实际的数据来支持所有提案 1. Cost of living — Consumer Price Index 生活成本—消费者价格指数 2. Comparable job rates and conditions —Department of Labor international union research department statistics, 可比 作 资率和条件—劳 部统计, 国际 会研究部门 3. Area-wide rates and conditions —Department of Labor statistics and/or other local union agreements 区域性 资比率和条件—劳 部统计数据/或其他地方 会的协议 4. Department of Labor, other economic data 劳 部，其他经济数据 5. Reasons why proposals will benefit the employer…. . 提案对雇主有益的理由。。。

Preparing for Negotiations (Cont’d) 为协商做准备（继续） Reduce the proposal to writing 把提案的内容落到实处 1. Have specific language for all proposed contract clauses Economic demands should be flexible 对所有提出的合同条款都要有特定的语言 经济要求需要很灵活 2. Prioritize your proposals 优先考虑你的提案 3. Do the proposals comply with the law? 这些提议与法律相一致吗

Preparing for Negotiations (Cont’d) 为协商做准备（继续） Getting Membership Approval of proposals 得到所有 会成员对提案的赞同 1. Proposals should be carefully explained 提案应该被很仔细的解释 2. Useful amendments should be accepted 接受有价值的补充 Selection of Secretary of Negotiating Committee 选取协商委员会的秘书 1. Job of Secretary 秘书的 作 a. Keeping track of agreements and positions on issues. 保持记录每一个协商成功的问题和立场 b. Recording explanations and Intentions of proposals. 记录提案的解释和意图

Conducting the Negotiations 进行协商 Establishment of ground rules before first bargaining session 在第一次谈判之前要建立协商的基本规则 1. Place of meeting 会议地点 2. Time of meeting 会议时间 3. Frequency of the meetings 会议频率 4. Length of meeting 会议长度 5. Conference room for union caucus 给 会会议提供的会议室

Conducting the Negotiations (Cont’d) 进行协商（继续） Composition and size of negotiating committee 协商委员会的组成和规模 1. 2. 3. Use of technicians 专业人员的使用 Role of International union representative and/or council representative and/or business agent 总 会代表和区级 会代表以及业务代表的角色 Role of chairperson. 委员会会长的角色

The First Meeting (Ground rules) 第一次会议（基本规则） 1. Exchange and explanation of bargaining proposals first meeting 在第一次会议上交换和解释所需谈判的提案 2. Establish procedure for introducing new proposals at later date 为下一次介绍新的提案建立进程 3. Agenda for discussing proposals 制定讨论提案的议程 4. Right to caucus and adjourn 推迟或休会的权力 5. Negotiations during working hours? 是否在 作时间进行协商

The First Meeting (Ground rules) (Cont’d) 第一次会议（基本规则） 6. Use of mediation and/or fact-finding for breaking impasses in negotiating. 使用调解或事实调查打破协商中的僵局 7. Recording the negotiating sessions. 记录谈判会议 8. Procedure for ratification the contractor 重新认可合同的过程

The first negotiating session 第一次谈判会议 1. 2. 3. 4. 5. Members of both committees are introduced 介绍所有委员会的成员 Agreement upon ground rules if not settled earlier 协议之前没有统一的会议基本规则 Exchange of written proposals if not done earlier 交换之前没有完成的书面形式的提案 Union outlines issues for management 会概述管理层的问题 Establish agenda for discussing issues 对需要讨论的问题建立议程 • Schedule easy issue first to avoid an immediate impasse. 首先讨论最容易解决的问题以避免立刻出现僵局

Dealing with negotiating impasses 处理协商僵局 1. 2. 3. 4. Concede disputed item 承认有争议的项目 Caucus on whether to redefine position on issue 双方分头讨论是否重新定义相关问题的立场 Drop disputed item to end of agenda 把有争议的项目放到议程的最后 Internal methods for breaking impasses 打破僵局的内部方法 a. Establish a Joint sub-committee of the negotiating committee 在协商委员会里建立一个双方联合小组委员会 b. Adopt proposal for temporary period of time. Review policy and determine if it should be made permanent 在一段临时期间采用提案的建议。 回顾政策以决定是否永久适用。 c. Implement parts of proposal in stages. 在一个阶段期间实现部分的提案内容

Dealing with negotiating impasses (Cont’d) 处理协商僵局（继续） 5. External methods for breaking impasses 打破僵局的外在方法 a. Call upon international union for assistance 呼吁总 会的帮助 b. Mediation by an outside expert 调解 c. Fact finding by an outside expert 由专家介入的事实调查 d. Workers’ Pressure while on the job 作上的压力 e. Workers’ Strike 罢

Keeping the Members Informed 确保通知所有 会会员 1. Membership should know and understand proposals before negotiations begin. 会会员应该在协商会议开始前知道和了解提案 2. During negotiations members should be kept Informed about the general trends. 在协商期间， 会会员应该被通知到协商会议的总的进度和趋势 3. Contract should be ratified by vote of membership or approved by union leadership. 合同应该被会员认可和选举通过或者被 会领导认可通过 4. Contract details should be communicated to members. 合同的细节需要确保沟通至 会会员

Ratification Process 认可程序 Ratification process may be most important education activity of local union. 认可过程可能是本地 会最重要的教育行为 1. Contract signed after local membership ratifies the terms. 在本地 会成员认可条约后签署合同 2. Copies of ratified contract should be made available to all members. 所认可的合同的复印件对所有会员开放 3. Chief union spokesperson should attend ratification meeting. 会主要发言人需要参与认可会议 a. Stewards should be trained on new contract immediately after signing. 在签署合同之后 会管事需要马上根据新 的合同进行训练

Follow the List and You Will Improve Your Chances of Successful Negotiations 按照以上清单, 你就会提高成功谈判的机会