It is important that such information be compiled in a form that will 

 be most useful for negotiation purposes,. This will require keeping 

 accurate records based on reliable, sources. The particular type of 

 records needed and the detailed nature of . them will depend upon the 

 product. In most cases, farmer's bargaining associations are guilty 

 of keeping too few records rather than too many. Naturally, as the 

 scope and operations of the association broadens the greater will be the 

 need for more records and information, Very often associations may have 

 need for certain types of information for which they have not kept re- 

 cords* In such cases they must rely on less reliable information from 

 other sources. As a matter of insuring the association the specific in- 

 formation it needs for effective bargaining, it would appear to be sound 

 policy to compile regularly .all the pertinent statistics and other facts 

 rather than depend on getting such information elsewhere on short 

 notice. 



Organization of Material 



Before actual contract negotiations begin it is essential that the nego- 

 tiator or spokesman be sure that the material he wishes to present is 

 clear in his own mind. This is especially important when it is realized 

 that he represents a large body of growers. To be sure that he truly 

 represents the best thinking of the group, It is perhaps well to hold 

 meetings of grower representatives in advance of the negotiation meetings 

 to'.get a cross section, of their thinking and crystallize opionions con- 

 cerning the important issues .. To be most effective, the spokesman needs 

 the assurance that he has the full backing of the members of his associa- 

 tion regarding the important issues for negotiation. 



After the basic issues are determined, allowing for participation of 

 members in such detorminiation, the presentation of points should be or- 

 ganized in the most logical orde ', keeping in mind also the possible 

 reaction of the other negotiating party. Well planned presentations, 

 backed by sound data, illustrated with graphs and charts along with sound 

 reasoning will very likely yield bettor results than verbal •argument alone. 

 If the other side sees that the arguments are supported with reliable data, 

 -and if the controversial points can be clearly illustrated, negotiations 

 are likely to progress more smoothly. 



Actual Negotiations 



The leaders or spokesmen on each side must necessarily be of high calibre 

 and ability. The type of leadership should not be that which would dom- 

 inate or try to exercise unwarranted power over people. Rather, it should 

 be the type of leadership that is effective in working with people and 

 encouraging them to reach agreement. To effectively work with people 

 a leader should have tolerance instead. of . zealotry, self -discipline 

 instead of self-assertion, -and restraint instead of belligerence. 



- xt - 



