Inspiring Leadership in Immigrant Communities - ILRC

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Inspiring Leadership in Immigrant CommunitiesJanuary 2003Appendix 7-AReading materials for participants on negotiation strategies§ 7A.1 Introduction to NegotiationNegotiation is communicating back-and-forth with someone to try to reach anagreement on something. In some cases it means reaching a compromise, in which bothsides give in a little.We, as well as our clients, negotiate every day. Families negotiate about what toeat for dinner, when children must be home, and how much money to spend. People whowork together negotiate about who has to do what task. People negotiate with theirlandlord about fixing the toilet and with a boss about taking time off from work. Mostpeople, whether they know it or not, have a lot of negotiating experience.When working with large institutions such as the INS or Department of SocialServices, negotiation is an important way for community members and leaders canresolve problems with the institution. Paralegals, lawyers, clients and communitygroups negotiate with INS, the Border Patrol, and other agencies. Negotiations alsooccur in schools, housing complexes, social services agencies, and with many otherinstitutions.Depending on the circumstances, there are many different people involved innegotiations. Often, someone has an advocate negotiate on his/her behalf. That advocatemight be a lawyer, caseworker, or other professional staff member of a LIRS affiliate oranother CBO. People also get family, friends, neighbors, or others to help them work outa problem through negotiation. People who volunteer at organizations such as the Parent-Teachers Association (PTA) assist with negotiation. Also, entire community groups ledby organizers and community members can negotiate on behalf of others in thecommunity. Finally, the most common negotiator is you; that is, people negotiate forthemselves more often than they get others to negotiate on their behalf.It is important to note that in addition to the help that professionals provide,community members have important resources of their own: their own life experienceand problem-solving skills, and the help of friends and community. Friends, relatives,and community activists can help others in the community negotiate. They can providemoral support, help clients practice negotiating, and accompany the affected communitymember to the negotiation. Others in the community may be more assertive and havestronger English skills than the affected community member -- or even have experiencein dealing with the governmental agency or group with whom the negotiation is intended.App.7-A-1
Inspiring Leadership in Immigrant CommunitiesJanuary 2003§ 7A.2 Negotiating: Practical TipsHere are some suggestions to keep in mind when negotiating.Tips for a Successful Negotiation1. Target the right personWhen dealing with bureaucracies, you can save a lot of time if you first find outexactly who has the power to make the decision that you want. You can waste weekstrying to get through to one person, only to find out that a person or even a differentbranch of the agency really has the decision-making authority.2. If necessary, ask to speak with a supervisor.Example: Marta went to her son’s school to discuss why the school suspendedher son for fighting, but not the other child involved in the fight. The viceprincipal officer says that he did the right thing because it was Marta’s son whostarted the fight. Marta knows that this is wrong because a teacher told her thatthe other child started the fight. Marta tells the vice-principal this, and the viceprincipal refuses to change his mind. Marta demands to see the vice principal’ssupervisor, the principal of the school. Marta convinces the principal to interviewthe teacher who witnessed the fight and reconsider the decision.Example: INS is detaining asylum applicants from the People's Republicof China without bail for removal proceedings. A community groupsupporting the applicants arranges a meeting with the District Director ofthe INS to ask him to release the applicants. Before the meeting, the localmember of Congress contacts INS to voice her disapproval of its detentionpolicy.3. Leave a paper trail!It is critical to make a record of everything that happens before, during, and aftera negotiation session. All negotiators must keep careful notes in a file of everything thathappens during the negotiations. Thus, you must summarize all phone calls and meetingsand keep a copy of all written correspondences in a file. If you reach an agreement withthe other side, send them a letter thanking them for coming to an agreement and statingthe agreement so they know that you are keeping a record.Generally when you write letters, refer specifically to each of the previous timesyou have tried to resolve the problem. This is much more impressive than saying, "Itried to call several times." If many people are having the same problem, collectdeclarations from them and consider sending a group letter or arranging a meeting withthe agency with whom you are trying to negotiate to try to resolve the problemApp.7-A-2
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Inspiring Leadership in Immigrant Communities - ILRC

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