Negotiating Labor/Management Agreements for Competitive Advantage

Prepare for your upcoming labor/management contract negotiation

REGISTRATION: $2,500

REGISTER

PREPARE FOR YOUR UPCOMING CONTRACT NEGOTIATION

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.

 

WHAT YOU WILL LEARN

  • 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

 

SELECT A PROGRAM DATE TO REGISTER

  • All of our classes include strategies to minimize Zoom fatigue and ensure an enjoyable, informative learning experience.

MSU employee discount available. Please contact Kristi White at whitekr@msu.edu for more information.

INSTRUCTORS

Mary A. Bedikian

Mary A. Bedikian, JD, is the former District Vice President, Detroit Region, of the American Arbitration Association, an organization for which she worked for 28 years. Her extensive experience in Alternative Dispute Resolution (ADR) spans many sectors and includes training mediators and arbitrators in both the process and substance of ADR. Ms. Bedikian is an instructor for Administering the Labor Contract, Managing Grievances, and Preparing for Arbitration.

Greg Freehling

Greg Freehling, MLIR has been leading and managing the relationships and accountability required to create successful labor outcomes for over 30 years. He was the Director of Labor Relations for Arconic at his retirement. In this role, he was accountable for the global labor relations for the corporation. His career spans plant and corporate responsibilities across Alcoa and its spin-off Arconic, as a labor relations manager, human resources manager, and corporate labor relations consulting and administration duties. He is a subject matter expert with an extensive background in contract administration, grievance and arbitration advocacy and contract negotiations. He has provided training, advice, and counsel across Alcoa and Arconic locations in the U.S., Canada and Europe. He's developed and conducted labor relations training programs for labor relations and line supervisors and leaders, and managed stakeholder communications before and during negotiations. In addition, he has been teaching courses for the School of Human Resources and Industrial Relations Professional Development program for the past eight years.

Joan Hill

Joan Hill, JD, practiced law for 13 years with a small union-side law firm in Southern West Virginia before taking a position in the legal department of the Paper, Allied Industrial, Chemical and Energy Workers’ Union in Nashville, Tennessee. She was the Director of Research and Education for PACE and after the merger, remained in the Education Department of the United Steelworkers International Union in both Nashville and Pittsburgh, Pennsylvania. As an educator, she mostly taught legal subjects including ADA, FMLA, labor law, and labor arbitration.

Before retiring in Alabama, Ms. Hill served as the Southern Board Representative for the United Association for Labor Education (UALE) and on the Steering Committee for the Labor and Employment Committee of the National Lawyers’ Guild. Since retirement, Joan has been approved by the Federal Mediation and Conciliation Service Roster of Arbitrators, as a neutral to resolve labor disputes in both the private and public sectors.

Tina Riley

Tina M. Riley, is an Associate Professor in the School of Human Resources and Labor Relations at Michigan State University. She holds a PhD in Higher, Adult and Lifelong Education, with a concentration in Communications, and a Master of Labor and Industrial Relations from Michigan State University.

Dr. Riley is a results-based educator and executive coach with expertise helping individual leaders, and organizations, achieve their full potential through high-impact communications that build trust and promote inclusion and engagement.

She adopts an engaging and holistic approach to teaching that facilitates learners’ ability to move from theory to practice. Her teaching style makes complex concepts accessible to graduate students and seasoned professionals alike. Dr. Riley teaches academic and professional development classes on a variety of HR and leadership topics including communications, leadership development, managing change, diversity and inclusion, and conducting workplace investigations.

With her passionate and engaging style, Dr. Riley develops and presents customized leadership development programs for both public and private sector organizations, from manufacturing to the Courts. Organizational leaders and HR professionals from across the globe including Bahrain, Cameroon, Canada, Georgia, Nigeria have participated in her workshops.

One or more instructors listed above will be teaching

REGISTRATION POLICY

  • Registration closes 2 business days before the start of the program.

 

CANCELLATION POLICY

  • Cancellation fees may be waived if the participant registers and attends the same program within 12 months. Fees may only be waived once.
  • Participants may send a substitute from the same organization for the same program and date by notifying Kristi White via email at least 5 calendar days in advance of program start date.
  • Cancellation more than 30 calendar days before program start date: full refund.
  • Cancellation 14 – 29 calendar days prior to program start date: 50% cancellation fee, remainder of program fee refunded.
  • Cancellation 13 or fewer calendar days prior to program start date: no refund.

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 canceled programs are the responsibility of the enrollee.

 

ADDITIONAL INFORMATION

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

RECERTIFICATION CREDIT HOURS

Recertification

This program has been approved for 20 continuing education credit hours towards Professional Development Program recertification.

Learn more about Recertification

 

Questions? We would be happy to answer any questions you may have regarding this or any of our training programs. Please contact Program Coordinator, Kristi White at whitekr@msu.edu or Director of Professional Development, Melanie Zaremba at mzaremba@msu.edu.