This would make sense if Negotiations consisted of a buffet table of concessions. If it's cost neutral contract, we simply create our own pay raise buy picking our concessions to tally up to a price/raise. Choose zero concession would equal zero pay raise. I guess in a sense negotiations would not be about getting what we want or what they want. Negotiations would simply be about the actual cost/savings to the comapany to put a Price/percentage on each item before putting it on the buffet bar. Once the buffet is complete. We, the pilots/alpa, choosing how to create our pay raise buy stepping up to the buffet bar. Seems to make sense with all the publications that talk about cost analysis. Then that way pay really does not have to be discussed. Thus, leaving it the last item, or better yet, the pay is more of a result than a particular negotiated item. Tally the total at the end, maybe ask for a couple points, who knows.

That being said, I don't know, but it is a good explanation!!