Interest-Based Bargaining Strategies and Structures (LR312)

ILR School

What are the topics?

ILR School

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Read more about Negotiations

Negotiating is a skill that everyone needs because throughout our lives we face situations that require us to communicate correctly, whether it's buyi...

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

IBB teaches participants how to frame negotiation as joint problem-solving to resolve each party's underlying issues, needs, and concerns. This interactive workshop provides a systematic process for putting IBB principles into practice in collective bargaining and grievance handling to generate creative options to solve tough issues and problems.

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.

Outcomes

  • 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

Experts

Sally Klingel

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

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....

Interest-Based Bargaining Strategies and Structures (LR312) at ILR School

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Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Read more about Negotiations

During Negotiations courses, you will learn the following components of negotiations: planning negotiations and useful tools, starting your conversation, working out objections and competent argumentation, imposing your own price and conversation dev...

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.