Feature: Top ten negotiation tips.

Pensions Management,  February, 2007  

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Byline: Anne-marie Winton

Many of us have experienced a negotiation that is more battle than compromise. In the pensions arena, a negotiation between employer and trustee will not necessarily follow the traditional model of a commercial negotiation where each side expects there to be winners and losers, and the classic prisoners' dilemma may apply where compromise is perceived as a 'lesser win' for each party. Given their overriding trust law duties, the confines of statute and mindful of the ever-watchful regulator, trustees are not like normal commercial negotiating parties. ...

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