Fees and Salary Negotiation
BA – pilots agree salary reduction after months of negotiation and haggling
July 14, 2009
Listening to the chief union negotiator for BALPA – the pilots union, he made some very interesting comments which can be used in any negotiation.
He said “We never take anything we are told on face value. We pressure test it. Having pressure tested the BA finances we feel that it is necessary to help the company, our company and the best airline in the world”. I believe you should always pressure test things you are told. Pressure test the numbers and pressure test the body language – the sensory acuity
Then they have haggled. In return for a cut of £11m in the salary bill – they will get shares in 2011, payable in 2014 when BA is profitable. Remember the magic words – “If you do this for us – then we will do that for you”. trading concessions is key to any negotiation.
Win win win deal. Mr Walsh now has only the cabin crew, ground staff and baggage handlers to haggle with and he can go on holiday.
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