Preparing for Negotiation; The Definitive Checklist为协商做准备 ;权威的清单

Dispute Resolution Institute of New York纽约争议处理学院

A Compilation of the Necessary Steps to Prepare for and engage in Collective Bargaining一套必要的准备和参与集体谈判的步骤

How do we assess our bargaining strength?如何评估我们谈判的实力？1. Leadership qualities on both sides. 两方面的领导能力2 Help available from international union. 从国际工会处得到帮助3. Community environment and political situation. 社区环境和政策处境4. Expiration date of contract. 合同的过期时间5. Local and national economic condition. 本地和全国的经济状况6. Supply and demand of labor. 劳动力的供应和需求

7. Degree of unity of membership 工会成员团结的程度

Assessing Our bargaining Strength评估我们谈判的实力

1. Size of committee will vary according to size of organization and units to be represented. 委员会的规模将依据组织的不同规模和被代表的单位来决定

a. Committee may vary from five to fifteen. 委员会成员的人数可以从五人至十五人b. Committee should have an uneven number. 委员会成员人数应该要有一个奇数c. Large committee allows for more group representation. 大型的委员会允许代表多个组织d. Large committee may mean more support for ratifying the agreement. 大型的委员会意味着对认可协议的更多支持e. Large committee may make concessions more difficult. 大型的委员会可能使让步变得更加困难f. Large committee may make chairperson’s job more difficult. 大型的委员会可能让负责人的工作变得困难g. Large committee may make It more difficult to keep strategy secret. 大型的委员会可能让保持秘密的策略变得困难

Selecting the Negotiating Committee选择协商委员会

1. Committee should be broadly representative of the membership. 委员会应该广泛地代表其会员

a. Officers 官员b. Stewards 工会干事c. International union representative or business agent 总工会代表或业务代表d. Representation for shifts 代表轮班工人e. Representation for skilled and semi-skilled 代表技术工人和小技术工人f. Representation for men and women 代表男人和女人g. Representation for young and older workers 代表青年和老年工人h. Representation for minorities 代表少数群体工人

Representation on Committee委员会代表

1. Election of members 选举成员 2. Appointment of members 任命成员 3. Combination of election and appointment 组合选举和任命

Method of Selection of Negotiating Committee选举协商委员会委员的方法

Method of Selecting Chairman of Negotiating Committee选举协商委员会会长的方法

1. Appointment of chairperson 任命会长a. By president or executive board 由主席或者执行委员会任命

2. Election of chairperson 选举会长a. By members of organization 由组织的成员选举 b. By members of negotiating committee 由协商委员会的成员选举

1. Determining the interests of the membership 考虑会员的需求和利益 a. Through the negotiating committee 通过协商委员会

Negotiating committee should sound out membership协商委员会应该从会员处了解情况(1) Questionnaires 问卷调查(2) Departmental meetings 部门会议(3) Local union meetings 本地工会会议

b, Through the steward system 通过工会干事系统 Stewards should review their grievance file 工会干事应该回顾工人的申诉文件

Preparing for Negotiations为协商做准备

1, Compare conditions with similar companies/bargaining units 比较相似公司或协商单位的情况 a. Check with international union representative 同总工会代表进行核查

b. Check international union policies 检查总工会政策c. Compare with contracts of other locals 比较其他本地工会的合同

2. Consider the Unions institutional needs考虑工会制度的需要

Preparing for Negotiations (Cont’d)为协商做准备（继续）

Preparing for Negotiations (Cont’d)为协商做准备（继续）Drafting the Proposals 起草提案

1. Consider interests of all groups in local union when drafting the proposal 当起草提案时考虑本地工会所有团体的利益

2 Compromises may be necessary in order to obtain full support 为了获得更多的支持，让步可能是必要的

3, Review for potential areas of conflict 回顾有潜在冲突的方面

Be prepared to substantiate all proposals with factual data准备好用实际的数据来支持所有提案 1. Cost of living — Consumer Price Index 生活成本—消费者价格指数 2. Comparable job rates and conditions —Department of Labor

statistics, international union research department 可比工作工资率和条件—劳工部统计 , 国际工会研究部门 3. Area-wide rates and conditions —Department of Labor statistics

and/or other local union agreements 区域性工资比率和条件—劳工部统计数据 / 或其他地方工会的协议 4. Department of Labor, other economic data 劳工部，其他经济数据

5. Reasons why proposals will benefit the employer….. 提案对雇主有益的理由。。。

Preparing for Negotiations (Cont’d)为协商做准备（继续）

Preparing for Negotiations (Cont’d)为协商做准备（继续）Reduce the proposal to writing把提案的内容落到实处 1. Have specific language for all proposed contract clauses

Economic demands should be flexible 对所有提出的合同条款都要有特定的语言 经济要求需要很灵活2. Prioritize your proposals 优先考虑你的提案

3. Do the proposals comply with the law? 这些提议与法律相一致吗

Getting Membership Approval of proposals 得到所有工会成员对提案的赞同 1. Proposals should be carefully explained 提案应该被很仔细的解释 2. Useful amendments should be accepted 接受有价值的补充Selection of Secretary of Negotiating Committee选取协商委员会的秘书 1.Job of Secretary 秘书的工作

a. Keeping track of agreements and positions on issues. 保持记录每一个协商成功的问题和立场 b. Recording explanations and Intentions of proposals. 记录提案的解释和意图

Preparing for Negotiations (Cont’d)为协商做准备（继续）

Establishment of ground rules before first bargaining session 在第一次谈判之前要建立协商的基本规则

1. Place of meeting 会议地点 2. Time of meeting 会议时间 3. Frequency of the meetings 会议频率 4. Length of meeting 会议长度 5. Conference room for union caucus 给工会会议提供的会议室

Conducting the Negotiations进行协商

Conducting the Negotiations (Cont’d)进行协商（继续）Composition and size of negotiating committee协商委员会的组成和规模

1. Use of technicians 专业人员的使用2. Role of International union representative

and/or council representative and/or business agent 总工会代表和区级工会代表以及业务代表的角色

3. Role of chairperson. 委员会会长的角色

1. Exchange and explanation of bargaining proposals first meeting在第一次会议上交换和解释所需谈判的提案2. Establish procedure for introducing new proposals at later date为下一次介绍新的提案建立进程3. Agenda for discussing proposals制定讨论提案的议程4. Right to caucus and adjourn推迟或休会的权力5. Negotiations during working hours? 是否在工作时间进行协商

The First Meeting (Ground rules)第一次会议（基本规则）

The First Meeting (Ground rules) (Cont’d) 第一次会议（基本规则）

6. Use of mediation and/or fact-finding for breaking impasses in negotiating. 使用调解或事实调查打破协商中的僵局

7. Recording the negotiating sessions. 记录谈判会议 8. Procedure for ratification the contractor 重新认可合同的过程

1. Members of both committees are introduced 介绍所有委员会的成员 2. Agreement upon ground rules if not settled earlier 协议之前没有统一的会议基本规则 3. Exchange of written proposals if not done earlier 交换之前没有完成的书面形式的提案 4. Union outlines issues for management 工会概述管理层的问题 5. Establish agenda for discussing issues 对需要讨论的问题建立议程

• Schedule easy issue first to avoid an immediate impasse. 首先讨论最容易解决的问题以避免立刻出现僵局

The first negotiating session第一次谈判会议

1. Concede disputed item 承认有争议的项目 2. Caucus on whether to redefine position on issue 双方分头讨论是否重新定义相关问题的立场 3. Drop disputed item to end of agenda 把有争议的项目放到议程的最后 4. Internal methods for breaking impasses 打破僵局的内部方法

a. Establish a Joint sub-committee of the negotiating committee 在协商委员会里建立一个双方联合小组委员会

b. Adopt proposal for temporary period of time. Review policy and determine if it should be made permanent 在一段临时期间采用提案的建议。 回顾政策以决定是否永久适用。

c. Implement parts of proposal in stages. 在一个阶段期间实现部分的提案内容

Dealing with negotiating impasses处理协商僵局

5. External methods for breaking impasses 打破僵局的外在方法a. Call upon international union for

assistance 呼吁总工会的帮助b. Mediation by an outside expert 调解c. Fact finding by an outside expert 由专家介入的事实调查d. Workers’ Pressure while on the job 工作上的压力e. Workers’ Strike 罢工

Dealing with negotiating impasses (Cont’d) 处理协商僵局（继续）

1. Membership should know and understand proposals before negotiations begin. 工会会员应该在协商会议开始前知道和了解提案2. During negotiations members should be kept Informed about the general trends. 在协商期间，工会会员应该被通知到协商会议的总的进度和趋势

3. Contract should be ratified by vote of membership or approved by union leadership. 合同应该被会员认可和选举通过或者被工会领导认可通过 4. Contract details should be communicated to members. 合同的细节需要确保沟通至工会会员

Keeping the Members Informed确保通知所有工会会员

Ratification Process认可程序Ratification process may be most important education

activity of local union.认可过程可能是本地工会最重要的教育行为 1. Contract signed after local membership

ratifies the terms. 在本地工会成员认可条约后签署合同 2. Copies of ratified contract should be made

available to all members. 所认可的合同的复印件对所有会员开放 3. Chief union spokesperson should attend

ratification meeting. 工会主要发言人需要参与认可会议a. Stewards should be trained on new

contract immediately after signing. 在签署合同之后工会管事需要马上根据新的合同进行训练

Follow the List and You Will Improve Your Chances of Successful Negotiations按照以上清单 ,你就会提高成功谈判的机会