Reaching consensus within one’s own constituency group, whether from the union or management perspective, is often an overlooked and underappreciated part of the bargaining process. Emphasis is typically on negotiating and getting to “yes” with the other side. While that is the culmination of the process, often the consensus-building that occurs within one’s own membership determines success or failure at the main table. That can be a tall task, given the diverse and at times opposing views and philosophies at play.
"Negotiations Behind Negotiations: Reaching Out to Constituents,"
Journal of Collective Bargaining in the Academy:
Vol. 0, Article 16.
Available at: http://thekeep.eiu.edu/jcba/vol0/iss1/16