As we get towards another contract negotiations window, the company will try to start exploiting issues that really arent issues. The company creates these issues so that it seems like they have leverage. The company actually starts creating multiple issues to confuse and baffle the negotiating entities. This way DALPA wastes energy on trying to solve these issues. We need to keep the eye on the ball and go after what we really desire.

A classic example is a home buyer that wants the house for 20% less than the listing. What the buyer does is offer 35% less than listing and requests ancillary items too (like patio furniture, home warranty, the picture frame, 4 mos worth of HOA dues etc). The buyer really doesnt care for the ancillary items but this tactic confuses the seller and ultimately the buyer gets the house for his 20% off after a few rounds of haggling. The seller is happy that he didnt reduce his house by 35% and get to pay HOAs, warranties etc..

Its all a game! As long as we keep our eye on the ball, RA's negotiators wont fool us.

TEN