Part 5: The Final Stages

Company executives are by nature skilled negotiators. So corporate campaigners must be equally or more skilled. In this chapter we explore the various ways that companies have approached the negotiations process and how to anticipate and respond to them. We share tactics campaigners have found especially effective. We also explore how to ensure that the negotiated commitment by the company is followed and ultimately turned into government policy that changes the practices of the entire industry.

Campaigners have learned that just because a company makes a commitment to implement the changes it agreed to, does not necessarily mean it will do so. As a rule, “You get what you measure. You trust what you verify.” How can campaigns institutionalize the new “rules” to ensure they are followed and that they set a new standard for an entire industry? Independent certification of procedures, standardized quantification of results, independent audits of results?