Let’s take a leaf out of the collapsed negotiations between DPSM and BOFEPUSU and let’s see what we can learn from it.┬á First the people said 16 percent and DPSM said 2 percent on the condition that the economy improves.
Now if you make an offer like that, the best way if I were negotiating with you is to walk away from the table especially if I have the power that BOFEPUSU does.┬á So rule number one of negotiation is that when someone states their terms, don’t assume they are bluffing unless you are prepared to deal with the consequences of their threats.
In any negotiation the person that has the most to lose is the one that ends up conceding the most. By letting the BOFEPUSU go ahead with the strike and calling them back to negotiation table DPSM lost its power at the negotiation table. It is also did not help that it was reported in the media that the government negotiating team has been found lacking in bargaining skills and as a result a workshop on negotiation skills has been organized for them.
This is called revealing your weakness at the negotiating table because now it can embolden you opponents. Now under pressure DPSM called BOFEPUSU back to the table and offered 5 percent on the condition that the economy has improved in September.
If you are negotiating in a hostile environment you cannot afford to make a conditional offer because the other party do not trust your motives and therefore cannot trust you to deliver. So to show good faith DPSM should have offered a 5 percent increase in September unconditionally. So negotiations collapsed and BOFEPUSU walked away and vowed to continue with the strike which gives them even more power. 
What happens next can only be guess work. This is where now I take over to play a few scenarios as to how this negotiation can play itself out. And also on how you can prepare for negotiations in your own life.
Now let’s suppose that DPSM comes back and says an unconditional 8 percent in September. And I am saying 8 percent based on their pattern of concession, which is beginning to emerge. BOFEPUSU may say, you say 8 percent and we say 13 percent so in the interest of progress let’s split the difference of the remaining 5 percent. So let’s say an unconditional ten and half percent and not in September but in July.
 This is called splitting the difference of whatever you do not agree on. But here is the danger of this gambit. You must never be the first one to split the difference because here is what could happen. Supposing DPSM was the first one to split the difference of 5 percent and 13 percent then they would have suggested 9 percent by July to which BOFEPUSU could have countered with splitting the difference between 9 and 13 percent which would have amounted to 11 percent by June. Because keep in mind time is also a factor in these negotiations so it also is a bargaining chip.
However, if BOFEPUSU had had been the first to offer to split the difference they would have suggested 9 percent by July. To which DPSM would possibly have made a counter offer 7 percent by August because they would have split the 4 percent percent difference between 5 and 9 percent as well as splitting the time difference between July and September.
Do you now understand what I mean when I say that you should never be the first one to split the difference? Obviously this is a high level negotiation with all sorts of factors at play. However, the one thing that remains true in any negotiation is the one that has the most┬á to lose or is in a rush to do the deal is the one that is most likely to make big concessions. That being the case if you should be the one to offer to split the difference there is nothing binding you to stick to a pattern of concessions. The mark of novice negotiators is that they stick to a pattern. So you can split difference on the high side or on the low side it doesn’t always have to be half.
 Remember that the good thing about splitting the difference is that if they say 13 and you say 5 and the difference is 8. If you offer to split the difference you are now negotiating 4 percent. 
While you are at it, always remember to enter negotiations as representing higher authorities.
Never come across as representing yourself because you can easily be cornered. You may find it useful to say that let me go talk this over with my boss, my accountant or spouse even if you don’t have one. This will give you time not to rush the deal. The same way the unions I can imagine say we need to go consult our members or the same way DPSM would say we need to go consult cabinet.
