Both parties must be committed to bringing about a cultural change whereby they listen to each other, understand each other's needs and interests, and seek solutions designed to strengthen each party. Information Sharing and Trust.
Candor is essential to building trust.
Neither party can be surprised by the other and privileged and private conversations stay that way. They must set the example for all to follow. Time to Prepare. Key leaders on each bargaining team need to have a sense of trust and commitment to the effort so they are willing to take risks, be candid, share information, and model cooperative behavior. It takes time to build this trust and rapport and between key players it must be done prior to sitting down at the bargaining table.