This volume is a collection of the nine papers presented at the annual convention of the Association of Educational Negotiators. These papers deal with different aspects of influence (from school management's point of view) in the collective bargaining process. Specific topics include how a chief negotiator can influence his school board to set realistic goals for negotiations, effective lobbying to influence state legislation on collective bargaining, interdistrict cooperation to combat union tactics, management techniques for influencing a union to accept a settlement, the public's right to information and involvement in collective bargaining, influencing state labor relations boards, the effect of sunshine laws on collective bargaining, mediation, and factfinding and arbitration. (DS)