Published: November 4, 2025
- Plan strategy prior to the negotiation session.
- Do not emphasize technicalities and legalism.
- Have the power to make decisions and make them stick.
- Use direct, clear, simple language when negotiating. Use short sentences, short
works; repeat important points three or more times. - Don’t be too subtle or assume too much subtlety on the part of the other side.
- Never assume anything when you have the ability to ask a question!
- Be calm, patient, tolerant, unemotional.
- Don't misrepresent or white wash the facts. Admit when you are right or
wrong. - When you say no, be sure to support it with strong and conflicting reasons.
- Don’t make commitments which you do not intend to keep.
- Don’t call a proposal or offer final unless you really mean it.
- Finalize the working of each proposal as agreement is reached.
- Answer every issue that is raised in negotiations. Make certain that the
association’s and board negotiators agree on meaning of the words they write
into the proposal. - Avoid “off-the-record” comments.
- Don’t be over-candid.
- Be long on listening.
- Watch the voice level.
- Be prepared to compromise.
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