Who should attend
This training is for labor relations, human resource, operations, and finance professionals who support or are responsible for collective bargaining.
About the course
Interest-based bargaining frames negotiation as joint problem solving to resolve each party's underlying issues, needs, and concerns. Participants learn to assess how their organization's bargaining Interest-based bargaining frames negotiations in terms of shared problem to solve-resolving each party's underlying issues, needs and concerns. This workshop provides a systematic process for putting interest-based negotiation principles into practice in collective bargaining, grievance handling, and day-to-day conflicts. You will assess how organizations' bargaining practices can be more effective in reaching lasting agreements that improve the working relationship.
- Learn techniques to generate creative options to solve tough problems
- Learn to use frameworks to incorporate problem-solving into bargaining
- Learn discussion processes that surface underlying needs and interests
Approach and Features
Role-play, group work and case studies will develop skills for assessing bargaining interests and joint problem solving. Video simulations will demonstrate how to frame interests as opposed to positions during bargaining.
- Effective issue discussion processess
- Information gathering and benchmarking strategies
- Using the negotiation process to create innovative contract language
- Buidling a productive, ongoing labor-management relationship
Sally Klingel is the director of labor-management relations programming for the Scheinman Institute, where she teaches, trains and provides organizational change consulting services to labor and management groups nation-wide. She specializes in the design and implementation of conflict and negoti...
Arthur Wheaton is director of Western NY Labor and Environmental Programs for the Worker Institute at Cornell. His expertise includes industry education and workplace training, high performance work systems, negotiations and conflict resolution, as well as auto and aerospace industrial relations....
Read more about Negotiations
Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.
We are happy to help you find a suitable online alternative.