b'BARGAININGTop Five Tips for a Successful Negotiation1. Be Realistic: Part of this harkens back to gathering"To put it plainly, information prior to the talks. "Make sure what you\'re asking for is attainable," Pearson advises. This means doingI\'d sooner have peopleyour homework. So, if Municipality A and B did it this way, they\'ve pretty much set the standard, and you shouldyelling at me thanprobably not expect a different result. When it comes to making an untenable demand, "the mostyelling at each other."important question that parties need to answer is, Why?" he says. For the side that is rejecting the proposal, why is it untenable? For the side asking for it, why is it so important,- Reg Pearsoneven though you know the other side is really going to push back on this? Pearson says in this instance, the parties need to ask themselves, is there another way to get around this? 2. T rust the Process: Everyone is required to bargain in good faith, and that\'s part of the process. "The process takes time,just need a chance to vent." In this respect, he takes one for the team so don\'t think you\'re going to get a deal in one meeting," heto keep a constructive process from turning destructive. "To put it says. It is a time-tested process that must be trusted and mustplainly, I\'d sooner have people yelling at me than yelling at each be followed. Pearson says part of trusting the process meansother," he says.understanding that this is a negotiation, and the other side wants a deal as much as you do. The other side\'s idea of whatFor a mediator to be able to assist in the discussion process, Pearson the deal is might differ from yours, but the bottom line issays they must fully understand the information being presented. He both sides want to come to terms. facilitates this by meeting with both sides to outline their specific 3. T rust the Mediator: Know that the mediator is there for issues and why the issues are important. you. They are there to help you achieve a deal, so trust He prefers to have all parties present for these information sharing ses-them and think of them as a tool to help facilitate a sions. "I need them to hear each other\'s explanation of where they\'re successful negotiation. at," Pearson says. He will often ask a couple of questions during the opening presentation to have them explain why something is import-4. Don\'t Demonize the Other Side: Try to stick to the issues and stay away from personal attacks, Pearson advises. This can beant to them. The negotiating parties tend to explain outstanding a challenge when there\'s a history of a union negotiator andissues in a very detailed way to ensure theyre being understood.This a management negotiator butting heads. "Yes, it\'s a negotia- process benefits the negotiating parties by giving them more clarity tion; yes, there are issues. But it\'s still a human process andon the other sides arguments. Pearson says that during such sessions, humans don\'t always get along," he says. Dont make itit is not uncommon to hear, That isn\'t how you explained it to us!personal, and certainly don\'t amplify it. You may be in a situation where tempers flare, but that needs to be managed.While the advantages of having all parties attend the opening ses-Don\'t escalate the situation by lobbing insults, because thatsion are clear, it isnt always possible. Sometimes parties prefer to is not going to help the situation. meet with him separately. The approach that will work best is going 5. Know When It\'s Closing Time: Experience helps to recognizeto change from case to case. "You really need to read the room,"this moment, but you can\'t keep hammering away on thePearson suggests.same issues. "At some point, you\'ve got to know when to finish," Pearson suggests. Sometimes it\'s knowing that you\'veManaging Expectationsextracted enough demands in your side\'s favour and otherAnother key role the mediator plays is managing expectations. "Usu-times it\'s conceding that you may not be able to get this oneally, it\'s getting the parties to talk to each other, so that if somebody\'s demand in this current round of bargaining. He says this isasking for something that is totally untenableits just not going to where the mediator can play a significant role. If they sense ahappenthen I would want to make sure that the other side is telling deal is just about ready to be made, they may go to each sidethem that it\'s untenable, and why."and advise them that they\'ve done as well as they\'re going to, so it might be time to put ink on this contract. Obviously, being unbiased is the most important aspect of Pearson\'s role. "Quite frankly, if you don\'t take that approach, you\'re not going Pearson says he\'s seen it happen time and time again. The two sides are 80 per cent through the process and get baggedto last long in this game."down with a specific nagging issue. If there\'s no resolutionThere\'s a common perception that a successful negotiation is one on this matter, they risk losing all that progress. Keeping thein which both sides leave the table unhappy. Perhaps that\'s the glass big picture in mind really helps. half-empty perspective; Pearson, for one, does not share this view. "In my experience, both sides are relieved somewhat in that they have www.ecao.org16'