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Mastering the Collective Bargaining Process

Experience the collective bargaining process through hands-on participation in a simulated negotiation. Whether you’re a newly assigned negotiator on the management team or just looking for a refresher, you get realistic insight into the emotional factors that can affect the outcome of any contract negotiation.

This course has been preapproved by the Society for Human Resource Management for 18 Professional Development Credits (PDCs) toward the SHRM-CP or SHRM-SCP.

This course can be applied to the Labor Relations Certificate.


Thomas Mackenzie, JD

Thomas Mackenzie, JD

Thomas W. Mackenzie is a member of the board of directors and a senior shareholder of Lindner & Marsack, S.C., Milwaukee. He has extensive experience in both labor and employment law. For unionized clients, he has served as chief spokesman ... read more

Benefits and Learning Outcomes

  • Apply different communication skills
  • Gain negotiating experience
  • Appreciate what it feels like when the stakes are high

Course Outline/Topics

  1. Professional Experience Questionnaire Collective Bargaining Game
    A)     Part I—How do you begin?
    B)     Important negotiator traits
    C)     Legal Counsel
    D)     Supporting Personnel
    E)      Experts in supporting role
  2. Assessing the Union Bargaining Team
    A)     Composition
    B)     Research of team
    C)     Pay for Negotiating
  3. Developing Language Proposals
    A)     Need for proposals
    B)     Contract review by Negotiating Team
    C)     Grievance review by Negotiating Team
    D)     Arbitration Review
    E)      Perform “Triage”
  4. Developing the Employer’s Economic Negotiating Position
    A)     Use of survey and statistics
    B)     Financial Health of Company
    C)     General Economic Assessment
    D)     Assessment of Company Strength vis-à-vis a Strike
    E)      Costing the Contract
  5. Establish Objective and Strike Authority
    A)     The Importance of Pre-Negotiation Authority
    B)     The Importance of Top Management “Buy-in”
  6. Strike Preparations
    A)     As a bargaining tool
    B)     Strike Manual
    C)     Appropriate Security
  7. Pre-Negotiation Communication
    A)     Why important?
    B)     And how much?
  8. Part II—How to Negotiate: Tactics and Techniques
  9. Sites for Collective Bargaining—Advantages and Disadvantages
    A)     Employer’s Premises
    B)     Public Buildings
    C)     Hotel/Motel
    D)     Attorneys, Banks, Etc.
    E)      Union Offices
  10. Times for Negotiations
  11. Bargaining Techniques
    A)     First Meeting
  12. Mediation-_Federal and State
    A)     General Rule
  13. Strikes
    A)     Types of Strikes
    B)     Company Rights
    C)     Employee Rights
    D)     Settling a Strike
  14. Lockouts
    A)     Purpose
    B)     Hiring of Replacements
    C)     Employee Entitlement to Unemployment Compensation Benefits
  15. Proposals and Articles


"Overall I LOVED the class and can’t wait to come back to the university for more training. How exciting that Tom has retired but agreed to stay on; he is a huge asset to what I learned."  —  RuthAnn Kempker, HR Manager, 2019

"Mr. Mackenzie was excellent. Very knowledgeable and approachable. I thoroughly enjoyed this course."  —  Tim Walsh, HR Coordinator, BWX Technologies, 2019

"This course was not only timely in terms of the business impact; it was probably the most germane topic to our business today. Tom’s explanation of
the “real world” was very helpful to me and I think the participants were serious about learning the topics. It gave me several things to bring back to
my company that will help us negotiate our next contract."  —  John Scime, Federal Industries, 2021

Date: 2 Tue-Thu, Nov 9-18

Delivery Method: Live Online

Time: 8:30-11:30am CT

Platform: Zoom

Instructor: Thomas Mackenzie JD


$1,115 by Oct 26
$1,165 after Oct 26

CEUs: 1.8, PDCs: 18

Enrollment Limit: 12

Program Number: 5045-13827

Note: This course meets live online on Nov 9, 10, 11, 16, 17 and 18.

Registration Deadline: Nov 2

Register Now


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