What is interestbased bargaining ibb ibb is a collaborative approach to. Positional bargaining is a negotiation strategy that involves holding on to a fixed idea, or position, of what you want and arguing for it and it alone, regardless of any underlying interests. Familiarization with the theoretical constructs of interest based negotiation is the starting point. Interest based questions to extend ourselves beyond the limitation of position based bargaining, the skilled negotiator emerges the interests and concerns that are underlying the positions of both sides. Ground rules for interest based bargaining adopted. From principled negotiation to interestbased bargaining horizon. Does the availability of interest arbitration impact the. Interestbased bargaining is a shared journey in exploring the art of the possible, with the objective of enterprise excellence through cooperative productivityfocused outcomes to suit the business.
This paper will examine the different outcomes in labor relations. Joint problem solving sessions follow, and decisions are made by the whole group following assessment of each option against a set of agreed criteria. Management wants to hear the unions side and vice versa. The parties are encouraged to communicate what is important about an issue rather than arguing for a specific position or solution. Interest based bargaining is also called integrative or winwin bargaining. When the parties reach consensus on a straw design, it is each individuals ethical responsibility to actively, publicly support and promote it to constituents. Governments must grapple with competing concerns related to environmental degradation, cultural preservation, or matters of economic interest, while also upholding national commitments related to. It compares the principles of this approach to the more traditional positional bargaining employed in many organized bargaining settings, especially in unionized collective bargaining. It does not focus on the particular positions that could be taken based on an interest. Interestbased bargainings impact on collective bargaining.
The company had a long and close history with the labor movement. Katz and others published interestbased negotiations. A case study1 this is a case study of the 2005 national contract negotiations between kaiser permanente and the coalition of. The evidence suggests that interest based bargaining can produce simple and wise based bargaining is so. Several types of collective goods can be noted, depending on the structure of collective bargaining. Distributive bargaining is a competitive bargaining strategy in which one party gains only if the other party loses something. Interest based bargaining iowa association of school boards. This workshop provides a systematic process for putting interest based negotiation principles into practice in collective bargaining, grievance handling, and. To sum up, negotiation is a decisionmaking process, in which two parties with different needs, interest and preferences discuss an issue to come up with a solution which is agreeable to the parties involved. Interest based bargaining focuses on the common interests of all parties involved in an agreement. Interest based bargaining this article by mark geiger outlines the general principles and advantages that can be derived by use of interest based bargaining. Increasing satisfaction among critical stakeholders find, read and cite.
Interest based bargaining frames negotiations in terms of shared problem to solveresolving each partys underlying issues, needs and concerns. Integrative or interestbased bargaining beyond intractability. In fact, the success of the process depends upon the ability of the negotiators to suppress the urge to take firm positions. The new models have a number of labels including winwin, interest based ibb or mutual gains bargaining or principled negotiations.
Mutual gains bargaining is based on the premise that both sides in a negotiation have something to gain from the negotiation. Teams preference for the interest bargaining ibb process, notwithstanding the acknowledgement that either team may elect to consider an issue using a modified or traditional bargaining approach. However, interestbased bargaining has emerged as an alternative method for negotiations. What elements of interest based bargaining differ from those of the traditional model.
This strategy focuses on developing mutually beneficial agreements based on the interests of the disputants. Interestbased bargaining pdf interest based consultation for dealing with workplace change pdf interest based problem solving for resolving disputes pdf building collaborative workplaces pdf. Positional bargaining is based on fixed, opposing viewpoints positions and tends to result in compromise or no agreement at all. It compares the principles of this approach to the more traditional positional bargaining employed in many organized. Interestbased bargaining the future of negotiations. Lets talk more about the approach of interest based bargaining.
This approach helped ease the growing tension between management and labor. It is a positive effort by the parties to resolve a joint dispute in collaboration rather than competition. The interestbased bargaining approach is centered on jointly identifying issues and exploring the different possible solutions. But always be ready for positional bargaining, even when you are able to build a larger pie. Interestbased bargainingalso known as mutual gains bar gainingis a practical alternative that can benefit both parties by allowing companies to remain. Interest based bargaining interest based bargaining ibb, when implemented properly and following joint training, can result in real ibb. Collaboration video the bargaining team created this video for staff in 2015, to provide historical context and share their commitment to collaboration in the bargaining process moving forward. Armed with this understanding of each others interests, they do some research and decide to host the party at a relatively inexpensive restaurant. Integrative bargaining also called interest based bargaining, winwin bargaining is a negotiation strategy in which parties collaborate to find a winwin solution to their dispute.
Does your organization seek to bargain in a highly collaborative, transparent, and. Interest based bargaining developed as an approach to collective bargaining to meet the need for more productive and less costly alteroatives. Weve found that this approach addresses the needs of union members and helps the organization improve performance which ultimately benefits our health plan members and the. Interest based bargaining technique labor relations hr. In the case of singleemployer bargaining, the parties may share a common interest in. The 2018 bargaining team is continuing to use interest based bargaining for the reopener discussions. But amid growing market pressures and labor unrest in the. Based negotiations to craft a new collective bargaining agreement building on a new labormanagement partnership, kaiser permanente and its. Its the new way of training people in negotiations. It is used as a negotiation strategy to distribute fixed resources such as money, resources, assets, etc. So that concludes our look at this very important question of determining at the outset whether the negotiation is position based or interestbased. Interest based bargaining ibb is a collaborative approach to collective bargaining. Following is a definition of interestbased bargaining. The success of these groups was often brief, but nonetheless.
Why is the traditional model still predominantly used today. Through the process, parties proactively identify durable solutions to outcomes at the bargaining table. Ibb is a collaborative approach to resolving labor and management disputes. An interestbased, relational approach to bargaining northwestern college leadership series alethea f. Steps in interestbased negotiation federal mediation and. An interestbased, relational approach to bargaining. This can be accomplished by using reflective listening, or by asking interest based. Ground rules for interest based bargaining 201518 full book adopted by ibb team on 112014 ibb team values 1. Principles and assumptions of traditional bargaining and ibb. A position based or interest based negotiation coursera. After training, the district and the association negotiators began the interest based bargaining.
Around this same time, printers, carpenters and tailors in new york and philadelphia organized societies with the intent of improving wages, benefits and hours madison 57. Interest based bargaining represents one of the latest attempts to move away from adversarialiasm and confrontational approaches to collective bargaining. Interest based bargaining, on the other hand, focuses on interests rather than positions and seeks to discover the motivations behind each partys positions. Written by getting to yes coauthor roger fisher and difficult conversations coauthor douglas stone, working it out presents core concepts from both books in a clear, simple format with plenty of ageappropriate. A settlement will be better than either partys best alternative. In collective bargaining, it is a very rare case indeed where no agreement is superior to a negotiated. Interest based negotiation is an established technique for negotiation in which the parties meet to identify, discuss the issues at hand and attempts to arrive at a mutually acceptable solution. Training in ibb is designed to provide negotiating teams with tools and techniques to improve communication and develop collaboration between the parties to obtain the best possible outcome in negotiations. Interest based bargaining is a method of negotiating that focuses on meeting the underlying concerns, needs or interests of the parties involved in the negotiation. After justifying the choice of the term interestbased bargaining ibb to designate the different methods of integrative negotiations, an analysis of. Identify tasks at the end of each meeting including who is responsible and the deadline. Although the process can be tailored to suit specific clients, at its core the interestbased bargaining.
The partnership between kaiser permanente and the union coalition came about in 1997, in a challenging environment. In interestbased negotiations, the intent is to reach a mutually acceptable outcome, something that is mutually beneficial to both parties. Interest based bargaining supplement, kansas city, mo, 2006. For example, union park and its teachers had a common interest in promoting teachers professional growth. Working it out is a 27page handbook designed to introduce high school students to problemsolving, interestbased negotiation. Ibb is an integrative approach that supports management and labor continuing to bargain in good faith on workplace strategic and operational issues by adopting. Just as traditional bargaining requires a discernible set of skills, so does interestbased negotiation. If you identify each partys interest on the issues, you can develop solutions. Interest based bargaining the future of negotiations page 2 formed a trade agreement to increase wages. Interestbased bargaining processes are usually facilitated by an independent person, and generally open with discussions around an issue and each partys interests. Interestbased bargaining and positionbased bargaining. This type of interest based bargaining can enable solutions that meet each partys needs. Interest based negotiation law and legal definition. Pdf negotiation is essential in settings where computational agents have conflicting interests and a desire to cooperate.
This powerpoint presentation highlights the successes of troy, michigan, in using interestbased bargaining to negotiate contracts with public unions. The classic example of positional bargaining is the haggling that takes place between proprietor and customer over the price of. The traditional model of bargaining, defined as adversarial or otherwise, has not been a successful vehicle for unions for many years. An elected officials guide to negotiation and costing. A negotiating strategy in which both sides start with declarations of their interests instead of putting forward proposals, and work to develop agreements that satisfy common interests and balance opposing interests. Interestbased bargaining labor management partnership. Interestbased bargaining, also called preventive mediation, is an attempt to move labor and management from traditional confrontational and positional bargaining to problemsolving bargaining. Interestbased bargaining works best when both sides share information, focus on key issues, listen actively, are open to different options and trust one another. This chapter provides an overview of practice and theory with respect to interestbased bargaining. Interestbased bargaining strategies and structures the.
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