IBT negotiates the contract that the pilots want. They conduct surveys and develop a quantatative analysis of the wants, and then negotiate for the pilots, with the pilots at the table beside them, making the final decisions. They are also realistic enough to tell a pilot group when a particular demand is completely unrealistic, based on the airlines balance sheet.
Negotiations are an art and a science. You have to know what is attainable, go in from a point of disadvantage and get everything you can for the pilots. Unfortunately some believe that it's just a "beat the table until you get what you demand." That's not reality.
Those who expect that; or who sit on the sidelines and don't become involved are generally the ones who end up disappointed. In reality, they will never be happy because they will always want more.
In regards to post #2. I suspect that an honest review would find that Cape Air's negotiations were paid for by the IBT, and by agreement, partially by management. IBT dues stay with the pilot group to use as they see fit. Only .22% of the 1.56% collected goes to IBT.
Every pilot knows a contract is seniority driven. By bringing the most senior pilots up to industry standard, or as close as possible, it makes the pay and benefits better for the junior pilots. Our industry is seniority driven and everyone who gets in the game knows that. It is that same seniority that does the best job of protecting us in mergers, growth and other things.