Human resources expert Victor Melendez holds responsibilities as a senior HR consultant for International Consulting Associates in Los Angeles. He has led human resources teams for numerous companies over the past 10 years. An experienced union negotiator, Victor Melendez knows what is required to facilitate agreements that create a win-win situation for both labor and management.
Union negotiators must have the understanding and know-how to win over any opposing points of view, and therefore they value timing and preparation strongly. Effective union negotiators know their opponents and their points of view. By understanding the opposition’s preferences, weaknesses, and strengths, negotiators can determine when to stick to the primary objective and when to make a trade-off.
Skilled negotiators also know that ultimatums should only be considered as a last resort. In most cases, it is better to stay focused on the options that can be used to create a positive outcome. By countering objections with positive replies, the skilled negotiator can avoid stalemates and eventually reach an agreement that meets the needs of both parties.