How to Negotiate a Union Contract

The work isn't over just because you belong to a union. Work conditions and the economy change, making it necessary for you to negotiate a contract that is fair to you and the other members. When you're ready to negotiate with the company regarding benefits, wages and work conditions, use the following steps to make the talks productive.

Instructions

1. Review the contract you will be presenting until you know the key points by heart. If you're the lead negotiator, the other members will depend on you to carry off successful talks and bring back an approved contract.

2. Assess the level of resistance by the company to your proposals. Before you enter into the talks, be prepared to address their objections with counter points that offer a clear benefit to the company.

3. Compromise on lesser issues and stick to your guns on more important ones. Be prepared to accept a lower wage increase if it means you will retain health benefits. Be sure the compromises you offer are a reflection of what the union members want.

4. Conduct yourself with professionalism and the company negotiators will treat you with respect. Remember, it's not all about you; it's about the members and what is best for them. Control your emotions if talks get heated. Take a break if you need to and return to the table with an attitude of confidence and purpose.

5. Listen to what the company is offering. Instead of immediately shutting down alternatives they suggest, acknowledge them and then counter with the key points you have already determined are non-negotiable. If the talks stall, offer to present their ideas to the membership for a vote.

6. Walk away when the talks become non-productive. There is no sense in wrangling when you're negotiating with a brick wall. Calmly repeat the members' demands and schedule a date in the near future to resume the talks. In the meantime, meet with the members to determine alternate demands.