Rather, it often is determined by the ability to hold your own in the court of public opinion. This is the stark reality that many negotiating teams resist. Logic would suggest that enlightened people can sit across the table, air their differences and work toward a settlement. Sometimes this is the case. But more often, logic becomes meaningless in the face of conflicting positions that spawn exaggerated claims, disruptive behavior and creative theatrics to gain media exposure.
Truth takes on a whole new definition and becomes more a matter of perspective.
And the primary issues of company cost, competition and control are overshadowed by more media friendly stories of abused workers, inadequate family wages and uncaring management. Incorporating a communication component in the negotiating team Allows management the ability proactively to present a credible, clear, civilized and consistent position in order to maintain a strong bargaining position, free of outside influences and pressures. And it provides an outsider's perspective to ensure that actual negotiating positions and actions do not erode customer or community confidence.