ILR School

Interest-Based Bargaining Strategies and Structures (LR312)

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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.

Key Topics

  • 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

Who should attend

This training is for labor relations, human resource, operations, and finance professionals who support or are responsible for collective bargaining.

Trust the experts

Debra Osofsky

have worked many years as a labor-relations lawyer and I am a negotiator, administrator, problem-solver and teacher with a diverse portfolio. With a Harvard Law degree and more than 25 years experience, I can provide the highest quality negotiation, contract and workplace advice and assistance, a...


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