What You Can't See from the Bargaining Table
The Psychology Behind Why Smart Negotiators Miss What’s Right in Front of Them What might be going on outside of what you're discussing at the bargaining table? The email lands in your inbox. Is it really that time again? The union is contacting you to reopen negotiations of the current collective bargaining agreement (CBA). The contract is up in just a few months. If you've been through this before, you know two things. First, just how quickly three years can seem to pass. Second, with everything else you're juggling in your busy schedule, what a time-consuming process it can be. Prepare to jump down that rabbit hole. And it's just that, a seemingly endless stream of long meetings, conference calls, huddles with attorneys. On and on it goes. Time to admit it, you're officially sidetracked. Right there. That's where the most fastidious, on-top-of-it contract negotiators make big mistakes. Here's how. The email politely asked for the team to be gathered, ...
