BALTIC SEAENVIRONMENT PROCEEDINGS No. 59 - Helcom

3. PRACTICAL ARRANGEMENTS FOR NEGOTIATIONS
Most of the items negotiated between an enterprise and
the authorities call for well prepared documents, reports
and discussion papers. Generally contact is taken by the
enterprise, who also prepares most of the papers and hosts
the meeting. Quite often the authorities are interested in
visiting the production plant where they can become aquain-
ted with processes, treatment plant, laboratory, landfills
and surroundings. However, if the authority is well aquain-
ted with the plant and there is no need for such a technical
visit or if the negotiations are of a more general sectorial
or high level nature the meetings may as well be hosted by
the authority.
The first contact is taken in good time before the meeting
in writing or orally. At the same time the items to be
discussed are clarified and the necessary background papers
noted. Sometimes negotiations are extended with informal
meetings. This helps to a better knowing of each other.
The enterprise has to accept and be prepared for unannounced
visits by the local authorities. During such visits techni-
cal inspections and sampling are often made. The enterprise
may be requested or ordered to give sometechnicalassistance
to the visitors but it is not assumed that managers attend
the inspections.
4. PSYCHOLOGY OF NEGOTIATIONS
The psychology of negotiations between enterprises and
authorities differs somewhat from the psychology of business
relations.
The relation between enterprise and authority should be
open, friendly and - above all - pertinent. It is important
that there is an understanding of each others' role and
responsibility. A good rule is - like in business rela-
tions: be yourself and get to know your partner.
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