I’ve worked as a teacher on salary, as an independent contractor driving limousine, and on the clock at an auto dealership. I’ve walked a picket line, observed union negotiators hired for positions in management, and seen one group of employees get a lower percentage gain in compensation simply because they were fewer in number when it came to the vote. Yes, there is gamesmanship in collective bargaining. But when all is said and done, it’s still about negotiating skills. Each side gets and gives something. Then they sign an agreement.
Good Collective Bargaining is Good Negotiating
Good negotiators know what they want, and they also know what the other side wants. When these two ‘wants’ are different- sometimes even directly opposite- negotiation begins. To change the outcome from win-lose to win-win, both parties must be aware of all the other ‘wants’ and ‘don't wants’ on both sides. In most cases, both sides will have many common concerns.
Negotiating builds on similarities rather than differences. Most people also have ‘prioritized’ their desires which means that some of their ‘wants’ are more important than others. That's where the give and take begins. What are the parties willing to give up in exchange for obtaining what they want? If what they are willing to give up is something the other party wants, the trading begins.
If you pay attention to the news you’ve undoubtedly heard accounts of labor negotiations occurring in your local community. Probably at some point the original demands or ‘wants’ of both sides were mentioned, the key compromises of the final offer outlined, and the notice of agreement announced, perhaps by a labor attorney, a human resources director in a unionized company, the bargaining agent of a local union, or collectively by all the parties involved.
A Need to Appreciate the Collective Bargaining Process
In difficult times you hear about attempts to curtail collective bargaining for certain groups because it’s viewed as driving up costs. But remember, at some point, the opposing parties agree and reach a settlement. So, like so many things in life, including collective bargaining, it’s all about compromise, give-and-take, and win-win. How are your skills? Good negotiating skills help you participate in, as well as appreciate the collective bargaining process. And they’re also useful in life’s personal problems that involve negotiation, like borrowing a car, getting a time extension on a project, or asking for a raise or more hours on the job.
Rate Your Negotiating Skills
How are your negotiating skills: excellent, good, or can you improve in many ways?
Roger Fisher and Douglas Stone of the Harvard Negotiation Project published a pamphlet in 1990 (updated in 2007) entitled 'Working it Out: A Handbook on Negotiation for High School Students' in which they outlined some key elements of negotiation:
- Before discussing a problem, think about what you're going to say; and about what to do if the other side's best solution isn't acceptable
- Look at people when they speak to you so they know you are listening
- Don't simply hear what people say to you- think about what they say to you
- When someone tells you something you don't understand, ask that person to clarify the meaning
- When people speak to you, notice their facial expressions, their gestures, and their tones of voice
- Even when you disagree with what someone is saying, listen to all that person has to say
- Let others know that you understand the emotions they are feeling when they are speaking to you
- When you're very angry, still remain calm and ask questions to make sure you understand what the other person is saying
- Instead of stating your position, discuss your interests and try to encourage the other side to do the same
- Try to understand what the other side considers to be 'fair' and then establish a shared definition of 'fairness'
- Look for ways to solve problems that make both sides feel as if they 'won'
- Consider all possible options when trying to find a solution to a problem
- If possible, try to discuss a problem at a time when both sides are not distracted by other concerns
- Keep any promises you make as part of a solution to a problem
Based on the above elements, how would you rate yourself? Do you need to improve your negotiating skills? If you need to, do it. It will be worth the effort!
Collective Bargaining Is Only One Aspect of Negotiating
In a piece on Mindtools.com entitled 'Tools Model: Finding the Right Negotiation Style' it is recommended that you not just think of negotiation as something used only in collective bargaining, although you may find yourself doing it if you have the skills. You can develop your overall persuasive skills regardless of the role you are in.
James Gibson - James Gibson is a retired teacher and small business owner. He is a published writer and has a wide spectrum of interests.
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