At the Table — Tactics & Counteroffers

You've prepared, you've written your proposals, now you're sitting across from management. Here's how to win.

Ground Rules (Negotiate These First):

• Meeting schedule: frequency, duration, location

• Who takes notes (both sides should)

• Caucus rules: either side can call a caucus at any time

• Media: agree on what's public vs. confidential

• One spokesperson per side

The Opening Session:

• Present your opening statement — connect proposals to your theme

• Briefly explain each proposal (don't argue yet)

• Ask management to explain theirs

• Listen carefully — they'll reveal priorities and weaknesses

• Take detailed notes on everything said

Reading the Other Side:

• What do they reject immediately? (That's what they fear most)

• What do they set aside for later? (They may be willing to move)

• What do they counterpropose? (This shows their real position)

• Watch body language, tone, and who management looks at before answering

Counterproposals:

• Never say YES immediately — even if you like their offer, caucus first

• Never say NO without an alternative — always counter

• Move in smaller increments as you get closer to agreement

• Use conditional language: 'If you can do X, we could consider Y'

• Package deals: bundle issues to create win-win trades

Caucus Rules:

• Call a caucus whenever you need to regroup, discuss, or cool down

• NEVER argue with your own team at the table — save it for caucus

• Use caucuses to: evaluate counteroffers, check with membership, adjust strategy

• Don't rush back — take the time you need

Tentative Agreements (TAs):

• When you reach agreement on an article, write it down and both sides initial it

• TAs are 'tentative' until the FULL contract is ratified

• Track all TAs carefully — they become the new contract

• Nothing is final until everything is final

What NOT to Do:

• Don't get emotional — anger loses, facts win

• Don't make threats you can't back up

• Don't negotiate against yourself (don't lower your own proposal before they counter)

• Don't agree to anything without checking with your team

• Don't discuss bargaining details with management outside the table

• NEVER say 'the members will never accept that' — it tells management your bottom line