Negotiating Labor/Management Agreements for Competitive Advantage

  • Registration fee:

  • July 11-12, 2019
    Pittsburgh, PA

    Omni William Penn Hotel
    530 William Penn Place
    Pittsburgh, PA 15219
    Phone: (412) 281-7100
  • September 19-20, 2019
    Washington, DC

    Hilton Garden Inn Washington DC/Georgetown Area
    2201 M Street NW
    Washington, DC 20037
    Phone: (202) 974-6010
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    When you register 2 people from your organization, you can now bring a third for FREE. This is a savings of $2,495 to your organization and a major plus to you and your team.

    To register your team for success, contact Carrie Mejorado, Program Coordinator at (517) 355-9592 or via email at
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    Phone: (517) 355-9592
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Gain real-world experience before engaging in labor/management negotiations where the stakes are high and mistakes can be costly. The impact of contract negotiations on the bottom line is lasting, and though they only occur every few years, no company or union can afford to send its negotiation team to the table poorly prepared. Highly effective negotiators add value by crafting agreements that facilitate a positive and productive workplace.

This program features a comprehensive and unique framework that identifies the multiple linkages between collective bargaining strategies and broader human resources management, operational, and business strategies.

You will be prepared to think strategically about how your negotiation strategy aligns with your business and organizational plans.

Combining interest-based and classical approaches to negotiations, you will learn about the essential processes and tactical decisions that underlie the key stages of negotiating agreements.

Participants will engage in a simulated exercise built on a case exclusively designed for this program. The exercise will encourage you to resolve complex issues and apply your learned negotiating skills as a member of a team while negotiating a landmark agreement that yields competitive advantage.



The Four Stages of Negotiations

  • Planning, Opening, Bargaining, and Closing

Analysis, Framing, and Formulation of a Strategic Negotiations Process

  • Compiling and Assessing Business Information
  • Evaluating and Understanding the Dispute Domain
  • Aligning Negotiations with Business Strategy
  • Getting Agreement on Negotiation Strategy and Processes
  • Negotiating in Good Faith Under the Law

Negotiation Steps and Processes

  • Structuring Team Make-up and Roles
  • Empowering the Chief Spokesperson
  • Delivering Opening Statements
  • Exchanging Proposals/Demands and Presenting Ideas
  • Evaluating and Costing Proposals
  • Applying the Negotiation Proposal/Counter-Proposal Process
  • Utilizing Interest-Based Problem Solving Methods
  • Reaching Tentative Agreements on Non-Economic Issues
  • Managing Team Caucuses to Stay on Plan
  • Packaging Key Economic Items
  • Narrowing Differences through Effective Side-Bar Meetings
  • Reaching Closure and Making Final Offers
  • Closing, Commitment, and Obtaining Ratification

The Negotiator as Reflective Leader

  • Understanding Your Role as Leader and Coach
  • Stage Crafting to Sell Your Proposals
  • Accelerating Bottom-Line Results


Earn Recertification Credit Hours

Approved Provider This program has been approved for 13.25 (General) recertification credit hours toward PHR, SPHR and GPHR recertification through the HR Certification Institute. Please be sure to note the program ID number on your recertification application form. For more information about certification or recertification, please visit the HR Certification Institute website at

The use of this seal confirms that this activity has met HR Certification Institute's® (HRCI®) criteria for recertification credit pre-approval.

Michigan State University SHRLR Executive Education This program has been approved for 14 hours towards our HR Executive Education Continuing Education/Recertification credit hours, which will fulfill the two year continuing education credit hour requirements needed for recertification.


Julie L. Brockman, PhD Julie L. Brockman, PhD, is an Associate Professor in the School of Human Resources and Labor Relations at Michigan State University. As an outreach instructor, Julie has conducted workshops at local, national and international levels for union organizations and their joint partners. As a consultant and facilitator, she assists unionized organizations, both within the private and public sectors, in developing and implementing joint union/management initiatives. Prior to her work with the School of Human Resources and Labor Relations, Julie was employed by the Nestle' Chocolate and Confections facility in Fulton, NY ('86-'95) and the TRW, Inc. Aircrafts Components Group in Euclid, Ohio ('84-'86).
Robert Chiaravalli Robert Chiaravalli, Esq., is recognized for his expertise in the design and execution of strategies in labor and employment relations, compensation and benefits, international HR, alternative dispute resolution and specialized executive searches that improves profitability and work place effectiveness through people. As the founder and operator of Strategic Labor & Human Resources, LLC he brings nearly thirty years of experience to union and non-union shops. Prior to founding his consulting and law practice Mr. Chiaravalli’ s unique background included working for big labor (the UAW, Solidarity House-Research Department), big government (NLRB) and big business (CHRO & Chief Labor/Employment Counsel). Mr. Chiaravalli received a Bachelors degree in economics from the University of Michigan, a Masters degree from Cornell University’s Graduate School of Industrial and Labor Relations, and a Juris Doctor from Suffolk University Law School. In addition, he completed the Program on Negotiations at Harvard Law School during his legal studies, the SCAO approved 40-hour training for mediators through the Institute of Continuing Legal Education (ICLE), and continuing education for MERC arbitrators, mediators and fact finders.
Greg Freehling Greg Freehling, MLIR, has been in the labor relations field for more than 27 years with Arconic/Alcoa, Inc. He has a wealth of experience in contract administration, preparation and spokesperson for contract negotiations, grievance investigations/hearings, and arbitration advocacy. Past experiences include roles as Human Resource Manager responsible for all aspects of Human Resources and Labor Relations.
Eileen M. Wilson Eileen M. Wilson, PhD, is a faculty member at Michigan State University and has provided stewardship for MSU for 33 years including serving as special assistant in the Office of the President and Board of Trustees for two years, assistant dean of undergraduate education in the Broad College of Business and on numerous university committees. She holds a Master of Arts in Philosophy, Masters in Labor and Industrial Relations, and a PhD in College and University Administration. Dr. Wilson has over 30 years of HR/LR experience, taught labor management relations at MSU for over 15 years and teaches a study abroad program in St. Andrews Scotland each year.

Programs will be taught by one or more instructors listed above.



Registration fee: $2,495

  • Registration fees include all course materials.
  • Travel and hotel expenses are not included.
  • Space is limited, so we advise registering as soon as possible to secure your participation.

Program times:

Registration & continental breakfast: 8:00am - 8:30am
Program times*: 8:30am - 4:30pm
Networking lunch: 12:00pm - 1:00pm
* Additional time available to work on negotiations until 6:00pm each day
July 11-12, 2019 course offering
July 11-12, 2019
Add to calendar
Pittsburgh, Pennsylvania
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September 19-20, 2019 course offering
September 19-20, 2019
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Washington, DC
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  • Overnight accommodations... are not included in the program fee. To reserve a room at the special rate, call the hotel listed for the program you will be attending. Be sure to refer to MSU and the name of the seminar.
  • Give us a call... We would be happy to answer any questions you may have regarding this training program. You can reach us at (517) 355-9592.
  • Did you know... We can come to you!
    Bring this program on-site for your team. It will lay the groundwork for success, provide a common framework and language as well as incorporate your organizational challenges. Contact Veronica Taber at (517) 432-2209 or to discuss how you can multiply the benefits of MSU programs and save money by brining this and other programs on-site.


  • Cancellation four weeks prior to program start:  10% cancellation fee; remainder of program fee refunded.
  • Cancellation less than four weeks but at least two weeks prior to program start:  50% cancellation fee.
  • Cancellation less than two weeks prior to program start:  no refund.
  • These cancellation fees apply even if the participant wishes to reschedule to a later date for the same program or a different program.  Participants may send a substitute from the same organization for the same program and date with prior written notice and avoid the cancellation fee.

MSU reserves the right to cancel programs when enrollment criteria are not met or for conditions beyond its control. Any additional costs incurred by the enrollee of cancelled programs are the responsibility of the enrollee.



Accommodations for people with disabilities or special dietary needs may be requested by calling SHRLR Executive Education at (517) 355-9592. We will do all we can to accommodate you. It would be especially helpful if you would contact us at least three weeks before the program.


  • MSU's Federal ID Number is 38-6005984
  • Business casual attire.
  • Please, no audio or video recording.


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Available 8:30am-5:00pm (ET) Monday - Friday
  • Mail:
    HR Executive Education
    School of Human Resources & Labor Relations
    South Kedzie Hall
    368 Farm Lane, Room S423
    East Lansing, MI 48824
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