This guide provides management with specific procedural and tactical advice to be used while negotiating a labor union contract. The first 10 chapters suggest management techniques for collection and evaluation of pertinent information, evaluation of past negotiation experiences, formulation of company proposals, selection of the company negotiating team, use of visual aids, final preparation for negotiation, and conduct of the negotiating team. Chapter 11 offers a list of questions related to 24 typical negotiation issues which are likely to arise during negotiations. Impasse procedures and general "do's and don'ts" of bargaining are suggested in the final two chapters. The appendices include (1) a checklist on cost of fringes, (2) definitions of union security terms, (3) 13 selected references dealing with collective bargaining, and (4) related NAM publications. (JH)