- Do not attempt to deal from a position of superiority. Trade unions send their members on training courses. They are probably better trained in employment law and may be better trained in negotiating than you and your team.
- Have regular meetings with your trade union representatives even, and indeed especially, when things are going well and you have no disputes to resolve. Like the rest of your employees, trade union representatives appreciate being spoken to with respect, being kept informed about the business and being consulted on key changes. Lighten up the meetings - try a little humour and a spot of lunch.
- The law of unintended consequences. Unions have long memories - be aware that your decisions may set a precedent that you will be honour bound to apply in future.
- Be flexible and treat people decently. Never say "no" just for the sake of it and never lie when you can tell the truth. Don't shout and bang the table and don't put up with others doing this. Walk away and make it clear you will come back only when you can have a civilised discussion. Keep your powder dry - allowing a little anger to show through your normally placid facade can be much more effective than constant overt aggression.
- Don't cry wolf. Trade unions in British manufacturing companies have heard the old line "if we don't do this the factory may have to close" so many times it ceases to be believed and just depresses morale. If it's true you have to say it, but don't abuse it.
- If you put the squeeze on pay during the bad times, make sure you relax it when business is good. You cannot squeeze people all the time and if they are truly your greatest resource and your key success factor, they deserve to share in the success of the business.
- Cultivate your union's area and national officials. If an issue arises that you cannot resolve in local discussions and the union needs to get someone in from outside the business, you will find it much easier to deal with someone whom you have previously met over coffee or lunch. One proviso - sometimes you may find them playing power games, like summoning you to an "urgent" meeting that turns out to be a waste of time. Don't stand for it and make it clear that you won't. Your dealings must be from a position of mutual respect.
- Your local officials and shop stewards are between a rock and a hard place. Do not undermine them - their job will be much easier if they have the respect of their members and of management. Perhaps surprisingly, if their job is easier, yours will be too.
- Don't let your managers defer decisions to union officials. It is not their job to make line decisions.
- Don't talk outside negotiations except in terms of agreed messages. Ask your union officials to respect this too. You must not allow your managers and union officials to feed mixed messages to the workforce (or the media!) whilst negotiations are in progress.
Remember – communicate, communicate, communicate; respect, respect, respect!
Michael Alec Bryant
25th February 2008
