【正文】 of noconcession. Then use areas of concession to gain areas of noconcession. Basic Rules in Collective Bargaining Negotiations ? Seek mon grounds ? Use listening ability for indicating intention to understand the other party. ? Build your case in a logical sequence, gaining agreement at each stage. ? Use counter proposals when necessary for realigning position. ? Invite the other party to look at the problem from the opposite perspective. ? Avoid declaring that an area is nonnegotiable. ? Use analytical questioning technique to shift the other party. PreNegotiation Preparation in Collective Bargaining ? Identify objectives in terms of keeping wage increases below level of productivity increases and within inflation rate. ? Organize a Negotiation Team and clarify the roles of each member. ? Conduct extensive research concerning economic impact of demands, parative occurrence in the industry, and identify demands which are important to the other party as well as your core demands. ? Initial response should be in writing ? A widerange of alternatives should be invented ? A negotiation strategy should be adopted. Dr. Elijah Ezendu is a multidisciplinary professional whose business experience mounts through diverse fields. He is a Certified Management Consultant, licensed by International Council of Management Consulting Institutes which has a Special Consultative Status in United Nations Economic and Social Council. As a result of his strides in management consulting, he received Merit Award for Excellence in Consulting. He is concurrently Senior Partner, Shevach Consulting。 Director of Strategy and Performance, Fortuna。 Lead Assessor and Member of Governing Council, Institute of Management Consultants。 Director of Training, International Council of Business Development Professionals。 Member of Marketing Committee, International Council of Management Consulting Institutes。 Honorary Global Advisor, International Project Management Commission。 and Programme Coordinator (Nigeria), Regent Business School, South Africa. He holds a doctoral degree in Management from St. Clements University, British West Indies. He is a Chartered Manager certified by Canadian Institute of Management, Canada and holds numerous professional qualifications including Master Project Manager。 Project Manager EBusiness。 Fellow, Institute of Management Consultants。 Fellow, Certified Institute of Cost Management。 Fellow, Institute of Business Development。 Fellow, American Academy of Financial Management。 Fellow, Institute of Internal Auditors。 Member, Nigerian Institute of Training and Development。 Member, Institute of Analytics Professionals。 Associate, Chartered Institute of Personnel Management of Nigeria。 Associate, Chartered Institute of Arbitrators (Nigeria). He is a Certified Business Development Analyst and Competitive Intelligence Professional. Additionally, he is an information technology management professional certified by Institute for the Management of Information Systems, UK along with Microsoft Corporation, USA and stands as a Member of International Association of Software Architects. He is an outstanding motivational speaker with a knack for recalibration of positive influence。 and a worldclass consultant, who has functioned as Speaker/Facilitator at myriad programmes of professional institutes, international development anisations, private and public firms including extragovernmental agencies and institutions. He is a prolific writer and author who had served as EditorinChief, Cost Management Journal。 PartTime Lecturer amp。 External Examiner (MBA Programme), Ladoke Akintola University of Technology。 Director of MBA Programme (Nigerian Outreach), Management Institute of Canada。 Chief Operating Officer, Rohan Marine。 Second Vice President and Member of Governing Council, Certified Institute of Cost Management。 Director of Programmes and Member of Governing Council, The Institute of Business Development。 Director, Refined Shipping。 and Examiner to various Professional Institutes. Gracias Dr. Elijah Ezendu , 234 8033024596, 234 8058835237