The Law and Art of Labor Negotiations

About the Course:

This session presents a rare opportunity to listen to one of the world's leading labor negotiatiors discuss negotiating strategies and tactics for achieving workable union contracts. Mr. Long provides insights into a broad range of issues such as how to make opening offers; controlling the narrative; holding caucuses; the best times of year to hold the negotiations; how regressive bargaining can be deemed to be negotiating in bad faith; the importance of physical fitness in enduring prolonged negotiating sessions; and, managing tradeoffs.

The following are among the other issues discussed:

  • Who should be on the negotiating team
  • Why you need to research your union's recent settlements in the area/industry
  • How to determine how serious a union is in threatening to strike
  • Prepare to make and receive information requests
  • Understand what the National Labor Relations Act precludes managers from doing in the context of negotiations
  • Be aware of where Unfair Labor Practices lie and what the consequences are of such violations
  • Learn the pros and cons of keeping the negotiations confidential
  • Determine management's rights to lockout, hire temporary / permanent replacements or what rights managers have when the negotiations hit an impasse
  • Assessing how local, regional and national union politics will affect the union's negotiating position
  • Methods and the propriety of extending contracts
  • Determining whether alternative means of resolution of labor disputes are warranted
  • Managing ratification issues
  • Negotiating mid-term modifications to contracts (in the context of M & A or restructuring)
  • National contract with single employer with regional/ local supplements
  • Multi-employer association negotiations
  • Industry pattern bargaining

Course Leader: Robert C. Long, Shareholder, Littler Mendelson, P.C.

Mr. Long is a shareholder in the Columbus, OH and Chicago, IL offices of Littler Mendelson, P.C. Littler is the nation's largest labor and employment law firm representing management, with over 800 attorneys worldwide.

Mr. Long has over 30 years of experience representing management in collective bargaining, ranging from scores of first contract negotiations, national multi-employer industry bargaining, national contracts for major employers, and high-stakes bargaining in the context of mergers and acquisitions and other corporate restructuring, often in the context of turnaround efforts on behalf of distressed companies and industries. Mr. Long is the founder and co-chair of Littler Mendelson's Business Restructuring Practice Group and is a recognized leader in the niche practice of advising corporate clients, private equity funds, investment bankers, venture capitalists and financial institutions on the complex labor and employment issues that arise in the context of corporate transactions.

Mr. Long is one of the most accomplished labor negotiators in the country with experience as chief negotiator in over 250 labor negotiations. Mr. Long is a Fellow of the College of Labor and Employment Lawyers and AV Rated by Martindale-Hubbell. His clients range from small privately held companies to Fortune 500 corporations to some of the nation's leading public sector entities.

Course Length: Approx. 2.5 hours


Purchase Now:

Need help purchasing this course? Please contact Neomi Barazani at 609-919-1895 ext. 100 or at