The problem with negotiating a contract is that you become very attached to what the fruits of your labor are. I’ve had to deal with it before when I had a hand in negotiating two contracts at the regionals. When I was a Rep at one of my regional carriers, we had some serious concessions that we gave the Company. The most serious was baseball style arbitration for pay. I was told by my NC Chairman that I had better get behind this TA because he needed to retire. My answer to him was that I would not “get behind” any TA. My job was to simply explain how provisions within the TA would affect my constituents. That is all!!! No sales job, just information. BTW we fought hard to remove ANY conditional language (i.e. may, might elect to, etc.) because that actually protects both sides.

Moral to the story is that there should be no sales job, but that ends up happening because we’re human. So that needs to guarded against!!!