Interest-Based Bargaining Strategies and Structures (LR312)

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 practices can be more effective in reaching durable agreements that improve the working relationships between parties.

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

Key Topics

• Effective issue discussion processes.

• Information gathering and benchmarking strategies.

• Techniques for generating creative options to solve tough problems.

• Utilize the negotiation process to create innovative contract language and an ongoing labor-management relationship.

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.