Drawing on their experiences and the experiences of others, the authors discuss the personnel, issues, strategies, and procedures involved in collective negotiation. Specific guidelines are offered covering (1) the roles of the school board, the chief school administrator, and the teachers in negotiations; (2) preparations for negotiations; (3) the negotiator's relationship with the superintendent and the board; (4) the analysis of teacher proposals; (5) the development of guidelines and the teacher response; (6) table strategy; (7) procedural considerations; (8) counter proposals; (9) fact-finding; and (10) dealing with teacher strikes. (JF)