Conducting Effective Bargaining:
Practical tips to navigating the minefield
Pre-Conference Workshop

Presented by Lancaster House and the University of Toronto,
Centre for Industrial Relations and Human Resources

Tuesday, December 7, 2010
Full-Day Interactive Session
9:00 a.m. – 4:00 p.m.

Sheraton Centre Toronto Hotel
123 Queen Street West, Toronto, ON, M5H 2M9

Expert workshop leaders guide you through the process of bargaining, from the first meeting of the parties to a final agreement or strike/lockout/arbitration. Under the direction of experienced negotiators, registrants work through scenarios that highlight a variety of bargaining strategies. Topics include:

• Setting the ground rules for bargaining
• Tabling your proposals, and responding to your counterpart’s proposals
• Addressing both parties’ problems and developing accommodative solutions
• Communicating with your principals or membership and dealing with the media
• Confronting the reality of your alternatives, and finding creative solutions
• Dealing with typical tactics and developing channels of communication
• Considering which issues can and cannot be taken to impasse
• Devising strategies to bridge an impasse
• Making strategic concessions
• Considering whether and how to communicate contents of proposals to members/employees
• Analyzing the risks of strike or lockout
• Exploring the options of mediation/arbitration where available
• Reaching a tentative settlement
• Finalizing the agreement