Running Head: CONTRACT NEGOTIATIONS 1

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Contract Negotiations

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Question:

Contract Negotiations

Contract negotiations require considerable education, experience, and training. Trained

negotiators have solid knowledge and skill sets that often enable them to garner a more favorable
contract for their party.

In a one-to-three page paper, detail the following in relation to contract negotiation:

 Describe the knowledge and skill that are critical to the success of a contract negotiator.
 Present one strategy an effective negotiator should consider to achieve a more favorable
contract (for e.g., to prepare diligently for each negotiation).

Answer:

Successful Contract Negotiations

Negotiators are personnel that will be the primary conductors and medians during a

negotiation. Negotiations are a time when there are “two or more parties seeking to find common

ground on an issue or issues of mutual interest or dispute where the involved parties seek to find

a mutually acceptable agreement that will be honored by all the parties concerned.” (Lewicki,

2003) To successfully uphold this position, there are certain knowledge and skills that one must

possess.

The contract negotiators should bring about all those information into the bargaining

table. For the purpose of attain desirable results the contract negotiator should formulate solid

basis for the negotiation process. Negotiators should have effective negotiation skills like

knowledge about labor laws, statistics, psychology, economics, operations, as well as working
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knowledge & understanding of trade union principles (Sloane & Witney, 2010).

As with any professional position, a contract negotiator must have effective speaking

abilities, along with capabilities to effectively research the necessary data that is vital during

negotiations. “Negotiators, who approach the bargaining table without sufficient factual

ammunition to handle the growing complexities of labor relations, operate at a distinct

disadvantage.” These attributes are basic skills that are needed for a negotiator. There are other

abilities that are critical for a negotiator needs to be considered as a success (Sloane & Witney,

2010).

Effective negotiators should always keep an open mind to understand the other party’s

stance on the issue. Negotiators should maintain a position that enable him/her to “bargain on a

rational basis, recognize facts and sound arguments, and understand the problems of the other

side, so crisis situations can be avoided.

As described by Sloane & Witney (2010) “Today’s collective bargaining sessions have

no place for the uninformed, the inept, or the unskilled.” For ensuring success of a contract as a

result of negotiation, they should implement particular strategies in to the negotiation process.

When negotiations are final, there will be contracts that are built up to represent what was agreed

upon. A strategy that is necessary for a negotiator to carry out is proofreading. “The final step

before signing is the proofreading of the document by each negotiator.” Both the negotiator and

another person, that is neutral to the negotiation process, will complete the proofreading of the

contract. This other person needs to be one that has not been involved in any way with the

negotiations. If there were involvement, there could be a favor to one side or the other. Example

personnel to fill this position could be ones that are a “shop steward or even a member of the
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rank-and-file; office employee, such as a secretary, or a supervisor.” The effective negotiator

should also ensure that the unbiased person will be able to effectively attribute to the

proofreading of the negotiation contract (Sloane & Witney, 2010).

A contract negotiator is one that must possess multiple avenues of knowledge and skills

necessary to complete the task. The individual must be a well-rounded that has the capability of

exploring other avenues to assure success. There are also strategies that need to be incorporated

into the process to extend the possibilities of a favorable contract. Not only does one need to

properly prepare, but also the negotiator has to include their skills, knowledge, and strategies to

achieve the desired advantageous result.

Work Cited

Lewicki, R.J., Saunders, D.M. and Winton, J.W. (2003). Negotiation

McGraw-Hill International Editions, Sydney

Sloane, A. & Witney, F. (2010). Labor Relations. (13th ed.). Upper Saddle River, New Jersey:

Pearson Prentice Hall. ISBN: 9780136077183