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Tailored Strategies to Achieve Your Goals in Bargaining

This is an opportunity to explore in-depth, winning strategies to solve the difficult issues that management routinely faces in collective bargaining. Bring your own difficult issues to share with the class and our instructors to gain their insight.

This class is led by two seasoned collective bargaining experts with more than 75 years of combined negotiating experience.

These topics are analyzed by our program leaders.

  • How to plan for a tough contract negotiation
  • Achieving fundamental change in collective bargaining
  • Theme development and presentation – An advanced discussion
  • What data do you bring to the table in negotiations?
  • How to engage in concession bargaining
  • Restrictive work rule – A strategy for modernizing the workplace
  • Negotiating health insurance issues under the Affordable Care Act – A strategic review with the experts, including the excise tax
  • Information requests – Demystifying a troublesome union tactic
  • Mediation – How to make it work for your organization
  • Understanding impasse and implementation – How it can help you achieve your goals
  • Strikes – Key elements of a strike plan that you need to know

This program is preapproved by the Society for Human Resource Management for 14 Professional Development Credits (PDCs) toward the SHRM-CP or SHRM-SCP.

This course can be applied to the Labor Relations Certificate.


Jonathan  Swain, JD

Jonathan Swain, JD

Jonathan is a member of the board of directors and senior attorney of the law firm of Lindner & Marsack, S.C. in Milwaukee. He focuses his practice on the representation of management in labor and employment law matters, representing clients ... read more

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

  • Redefine the role of a union steward
  • Handle rogue union committee members
  • Respond to union committee’s claim that it cannot sell a critical management demand

Course Outline/Topics

A segment of the program is devoted to an open forum in which you and other workshop members can receive analysis and strategic planning ideas for your own negotiations from both the instructors and attendees.

Please bring your contract to the program.

Program Agenda

Negotiation preparation:

  • Learn how to apply economic value to items historically viewed as non-economic
  • Develop obtainable goals and objectives, as well as supporting data and documentation, for use at the table

Presentation of bargaining positions at the table, with
in-depth approaches:

  • Understand how to communicate a theme for bargaining
  • Discover how to redesign a facility’s culture through the introduction of a new system of employee involvement, pay for performance, and redifining the role of a union steward
  • Experience negotiating a comprehensive economic package addressing wages, health insurance and pensions

Role-playing to deal with intangibles encountered during negotiations:

  • How to handle a rogue union committee member
  • Become skilled at moving beyond the initial presentation of a position and focus on the organization’s objective
  • Respond to a union committee’s claim that it cannot sell a critical management demand

Special Feature:
One-half day is an open forum in which workshop members bring critical issues to the floor for full discussion and analysis.

This workshop offers a one-of-a-kind opportunity to transcend the theoretical into a practical model for obtaining your bargaining goals.


Attendance is limited to 20 for an environment that allows for the easy exchange of ideas, approaches and experiences.


"[Instructors] encouraged class participation."  —  Rodney Adkinson, Sr. Regional Manager HR, Bunge North America, 2019

"I liked that we were asked to incorporate our own questions into the course. It helped drive the concepts home in a relevant manner. I’ve enjoyed
each course I’ve taken through the University of Wisconsin-Milwaukee and can’t wait to take more. Thank you for the time and effort."  —  April Pickett, Boise Cascade, 2021

Date: Tue-Fri, Dec 7-10

Delivery Method: Live Online

Time: 8:30-11:30am CT

Platform: Zoom

Jonathan Swain JD
Thomas Mackenzie JD


$845 by Nov 23
$895 after Nov 23

CEUs: 1.2, PDCs: 12

Enrollment Limit: 30

Program Number: 5045-13831

Registration Deadline: Nov 30

Register Now


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