SCHEINMAN INSTITUTE ON CONFLICT RESOLUTION
Finance and Compensation for Collective
Bargainers LR350
Agility with fnancial concepts and understanding their
consequences in collective bargaining is an essential skill for an
expert negotiator. Key emphasis is on compensation strategy,
performance-based compensation in a union environment
and basic fnancial and accounting concepts. Appropriate for
professionals without experience in fnance.
Healthcare and Pensions LR351
Collective bargaining often focuses on healthcare and pensions
before turning to wages and other terms and conditions of
employment. Develop knowledge of the requirements and
implications of the Affordable Care Act, including the Cadillac
tax, various pension protection statutes, and other federal and
state legislation impacting bargaining over these important
benefts. The program also explores costing and bargaining
implications of health and retirement issues.
Costing the Contract LR352
Learn and practice creating a collective bargaining cost sheet
and adjusting it based on the ebb and fow of negotiations.
Key topics include costing the current CBA, projecting the cash
and rate implications of various proposals, and understanding
the interaction between cost-out and other budget documents.
The workshop builds on the bargaining cost-out module from
LR201, Preparation for Collective Bargaining.
Advanced Collective Bargaining Skills and
Techniques LR353
Collective bargaining has been described as containing the twin
motivations of competition and collaboration. This workshop
deepens and expands participants' knowledge and practice of
negotiation techniques taught in prior Cornell Labor Relations
classes to increase effectiveness in a variety of negotiation
situations. Develop fexibility and agility among different
negotiation strategies and techniques that are useful in any
negotiation situation.
Agreement Writing LR354
While negotiation effectiveness is critical, so is the ability to
write clear enforceable contract language. Often, agreement
language issues are the subject of negotiations; and the
structure and process of negotiations impact language used to
fnalize the deal. Practice how to analyze collective bargaining
agreement language in the context of a negotiation.
This program expands upon the contract drafting portions of
LR205, Contract Language and Interpretation.
On-Site Programs: Labor Relations
Advanced Collective Bargaining Certificate
The Advanced Collective Bargaining Certifcate Program
enhances the negotiations skills and techniques of the entire
collective bargaining team in preparing and executing a col-
lective bargaining strategy. Case studies and simulations focus
on the economics of collective bargaining, including compen-
sation, pay-for-performance, healthcare and pensions, as well
as advanced negotiation skills and contract writing.
For more information about customized programs,
contact Dan McCray at danmccray@cornell.edu
or call 212.340.2861.
To register, visit our website
www.ilr.cornell.edu/Labor-Relations.
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@LRCornell
Contract Language and Interpretation LR205
Whether administering contract language or proposing it at
the bargaining table, this workshop is designed to instruct
labor relations practitioners on how contract language and past
practices may be interpreted by an arbitrator.
Fundamental Negotiation Skills LR311
Negotiation is a basic means for resolving conficts and disputes
in the workplace, home and community. Engage in a series of
role plays and experiential learning situations to understand
and practice fundamental negotiation skills and approaches
to one-on-one, small group and collective negotiation settings
in the workplace. Gain insight into negotiation biases,
weaknesses and strengths, and build negotiation confdence
and competency.
Interest-Based Bargaining Strategies and
Structures LR312
Interest-based bargaining frames negotiation as joint problem
solving to resolve each party's underlying issues, needs and
concerns. This workshop provides a systematic process for
putting interest-based negotiation principles into practice in
collective bargaining and grievance handling. Assess how
organizations' bargaining practices can be more effective
in reaching durable agreements that improve the working
relationships between parties.