Writing Counter Proposals

General Assumptions about Counter Proposals

1. A counter is based on the assumption that some shift in position has taken place.
2. A good counter will move toward settlement or at least force the employer into
   the next move.
3. A second counter should not be made until the board moves.
4. A counter should be made in writing just like an initial proposal. As the counter
   may affect only a portion of the total, it is acceptable to abbreviate or write it out
   by hand.
5. Always offer to write up the new proposal yourself. Too often we let the boards
   write it because they have more time and secretarial help – but this lets the board
   control the “dialogue” and is exactly the opposite of your interests.
6. Keep written copies of counter proposals just as you would initial proposals – be
   sure everything is dated and “timed.”
7. Have a least some thinking done in advance about counters and backup
   positions. You should not need an hour of caucus time if you have considered
   this alternative ahead of time. Similarly, you cannot write a meaningful counter in
   advance as your counter must be based on the board’s response.

Always explain written counters verbally. Most misinterpretation of written

language is the result of unexplained counter proposals.