What I want our reps to do.

1. Figure out what the pilot groups wants or doesn't want. Surveys, road shows, etc. should paint a picture.
2. Study what the company might want. Looking at other contracts, things that were brought up in past negotiations, and inefficient (to the company) parts of our contract will give us an idea.
3. Cost everything out.
4. Prioritize the costing data to maximize gains. Identify areas the company might want that are palatable to the pilots.
5. Gather as much Delta financial information as possible. Assess the state of the industry and economy a a whole.
6. Study our possible mediators. Do whatever possible to get a favorable mediator.
7. Develop an opening position based on all the data collected.
8. Develop a strategy to keep negotiations moving. Call the company out when they are stalling and be able to defend every move we make.
9. Develop a contingency plan in the event the company isn't interested in negotiating. Have a strike committee ready to go and keep the pilots up-to-date on progress. Timely communications, road shows, and family planning events.
10. Brief other pilot groups on management tactics so they will be prepared when it's their turn.

There are probably more but these are some examples of modern negotiating tactics. Under the RLA there is a clearly defined process. We need to position ourselves to maximize gains.