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 negotiation harvard model woody and fischer posted. The current collective bargaining agreement was signed in 2009, and extended in 2012. The complete course is 30 minutes long and demonstrates the skills empowered. Unions and collective bargaining in australia in 2017 peter. The purposes of a human resources department and a labor union are decidedly different. Following is a definition of interestbased bargaining ibb. Parties using interest based bargaining should use the procedures desribed below to ensure the effectiveness of the process. Fmcs training helps in arnold engineering development center bargaining.
Interest based bargaining ibb interest based bargaining is also known as winwin bargaining, integrative bargaining, and principled negotiations. How to use interestbased negotiation to close true winwin deals. This lesson will discuss the processes by which public sector employers and unions negotiate with each other to arrive at collective bargaining agreements. It reflects the strong collaborative relationship that faa and natca have established over the past seven years. Excerpt despite almost 20 years of experience with a variety of alternative techniques in collective bargaining in education, there is no summary of the research on negotiation practices or survey of practice variations in use.
Stay informed about how this affects your courses and programs at uc san diego extension. Agreeing to give up some of what the group desires is called an integrative solution to a conflict of interest. Mgt229 collective bargaining video assignment internetbased bargaining. Fmcs helps virginia dominion power and ibew resolve dispute. Conflict management and negotiation course description. Nlrb overrules specialty healthcare and eliminates. Cialdini, was originally published in 2016, in association with random house. Everything, we negotiate every day, knowingly or not. Ibb is a collaborative approach to resolving labor and management disputes. Interest based bargaining attempts to argue interests of all parties first to clarify where everyone stands on issues of conflict. In common parlance, thats referred to as the my way or the highway approach.
Then you can start reading kindle books on your smartphone, tablet, or computer no kindle device required. Moving from interestbased to resultsfocused bargaining. The former, views ibb from a dramaturgical perspective as a process that fosters the connecting of front stage negotiations at the table with back stage environments embedded within the 3. The parties in negotiations have little to guide them in their investigation of the utility of what are commonly referred to as interest based bargaining ibb. Principled negotiation, as described in the bestselling negotiation book getting to yes, encourages us to share and explore the deeper interests underlying our stated positions. Whereas distributive bargaining is position based, principled negotiation is interest based. Assets are exchanged in interest based negotiation as well, but there is more consideration given to why a particular outcome is desired by each negotiating party. After several years of unfruitful hostile bargaining by the previous administration, international president mike futhey used interest based bargaining in january 2008 to reach a national agreement with the major railroads an agreement overwhelmingly ratified by our membership. Thirdparty facilitators in interestbased negotiation. This can be accomplished by using reflective listening, or by asking interest based or chunking questions. Interestbased bargaining key to success smart union. The following items are tagged interest based bargaining.
This case study investigated how one public school district in southeastern michigan implemented interest basedbargaining ibb. Through the process, parties proactively identify durable solutions to outcomes at the bargaining table. Chart and diagram slides for powerpoint beautifully designed chart and diagram s for powerpoint with visually stunning graphics and animation effects. Interest based bargaining is a creative alternative that allows for a less adversarial but still highly effective process. Although the process can be tailored to suit specific clients, at its core the interestbased bargaining process involves.
School districts implement a variety of initiatives that too often fall short. Michael manion, 55th wing commander, met with representatives from the 55th force support squadrons civilian personnel section and the american federation of government employees local chapter 1486 president, to sign a new collective bargaining agreement on march 7 at 55th wing headquarters on offutt air force base, nebraska. By katie shonk on january th, 2020 negotiation skills. A bargaining technique in which the parties start with or at least focus on. Ppt interestbased bargaining powerpoint presentation free. Site offers information and tools to help educators, including lesson plans and online professional development. Theres less reliance on lawyers and other adversarial types. Interestbased bargaining labor management partnership. This exercise supports the introduction of interest based negotiation and promotes discussion over the differences between interest based and positional bargaining.
Interestbased bargaining is a creative alternative that allows for a much less adversarial process. The two approaches which are most commonly used in public sector contract negotiationstraditional collective bargaining and interest based bargaining ibbwill be compared and contrasted. Beyond interest based bargaining incorporating interests. Focus on interests to create value principled negotiation, as described in the bestselling negotiation book getting to yes, encourages us to share and explore the deeper interests underlying our stated positions. Oct 18, 2012 this tutorial is a single movie from the first chapter of the negotiation fundamentals course by lisa gates. Adr services trained parties in system board of adjustment work, grievance mediation, and interest based bargaining and launched its newest program, problem solving for one ps1, designed to give direction when only one party to a dispute wishes to engage in problem solving. The 2018 bargaining team is continuing to use interest based bargaining for the reopener discussions. Interest based bargaining frames negotiations in terms of shared problem to solveresolving each partys underlying issues, needs and concerns. Interest based bargaining this article by mark geiger outlines the general principles and advantages that can be derived by use of interest based bargaining. A story about interest based negotiation and mediation duration. Dec 19, 2017 under specialty healthcare, a proposed bargaining unit was appropriate if it was comprised of a readily identifiable group of employees that shared a community of interest among themselves, regardless of the interests of the excluded employees, unless the employer could show the two groups of employees shared an overwhelming community of. Adversaryial model, axiomatic bargaining model, interactive problem solving model palestine and israel, justice model, consensus building model south africa interest based negotiation model. David winchs analysis is based on the economic theory of how markets work and the criteria of welfare economics by which they can be evaluated. The company had a long and close history with the labor movement.
The first step for the parties to make after they have agreed to use interest based bargaining is to decide on a facilitatormediator. The video demonstrates a range of facilitative techniques and evaluation of bargaining options, combining genuine empathy with firm management of the mediation process to foster an interestbased settlement, while dealing with parties mutual demands for apology and lawyers aggressive positional bargaining. Unlike distributive bargaining, where the parties are trying to obtain the biggest part of the pie, integrative bargaining, also known as winwin, mutual gain, interest based negotiations, interestbased bargaining, or principled negotiations, assumes the parties that are engaged in negotiations are seeking to satisfy their respective interests. Traditional collective bargaining often begins with each side bringing their alreadyestablished positions to the table. This workshop provides a systematic process for putting interest based negotiation principles into practice in collective bargaining, grievance handling, and daytoday conflicts. Unlike traditional collective bargaining, interest based bargaining has repeatedly proven effective in improving the outcome of the negotiations for each party, while allowing each party to remain focused on their ultimate objective. Distributive bargaining is a competitive bargaining strategy in which one party gains only if the other party loses something. Top 10 best books to improve your negotiation skills. Traditional bargaining is often seen as requiring that the parties each take and hold to a position.
Interestbased negotiation restructuring associates. This separates the people from the problem while addressing issues. May 26, 2016 the tentative agreement culminates a swift, and very effective interest based bargaining process that began in january. Apr 07, 2020 the art of bargaining, positional vs interest based negotiation. If a demand, solution, proposal, or position appears on your interest list, convert it to an interest by asking what problem it is trying to solve or what concern it is intended to address. 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. Interest based negotiations comes in contrast to position based negotiations. It compares the principles of this approach to the more traditional positional bargaining employed in many organized bargaining settings, especially in unionized collective bargaining. Apr, 2020 this week, dan shapiro, director of the harvard international negotiation program, was quoted in the christian science monitor speaking president trumps negotiation style, and how he may get better results through interestbased negotiation. True 18 interest based bargaining attempts to argue interests. One of the major concerns raised by people using negotiation processes is about the fairness of the process. Moving from interest based to resultsfocused bargaining. A users guide provides a detailed account of why it makes sense to negotiate on the basis of interests rather than positions.
Oct 10, 2011 unlike distributive bargaining, where the parties are trying to obtain the biggest part of the pie, integrative bargaining, also known as winwin, mutual gain, interest based negotiations, interest based bargaining, or principled negotiations, assumes the parties that are engaged in negotiations are seeking to satisfy their respective interests. Hr serves the goals of the business and makes sure that the company attains higher productivity at low cost. 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. Documents and data federal mediation and conciliation. Documents and data federal mediation and conciliation service. Collective bargaining process a flow map of the collective bargaining process.
Conversely, the purpose of a union is to safeguard the interests of. Establishing the importance of persuasion in bargaining and negotiating situations is the main focus of this book. The findings suggest that the brief initial training was not sufficient for team members to internalize the interest based bargaining process and that periodical retraining is necessary for true and lasting change to occur. Interest based bargaining ibb is a collaborative approach to collective bargaining.
This exercise can be debriefed to illuminate concepts such as the best alternative to a negotiated agreement batna, the zone of possible agreement zopa, and. Stay informed about how this affects your courses and programs at. Interests can include concerns, desires, fears, and needs that are important to a side. Agreements are based on mutual and individual interests rather than positions. This method is intended to change the operating assumptions of persons who have learned to negotiate in traditional way using traditional tactics.
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. Coronavirus information for the uc san diego community. Conflict management and negotiation depaul university. This article proposes a new theoretical framework to explain the role of thirdparty facilitators in interest based negotiation, and applies the framework in a qualitative case study of a collective bargaining process at an aluminium smelter in australia. Interest based negotiation law and legal definition. This type of interest based bargaining can enable solutions that meet each partys needs. In this threeminute video made in the middle of a negotiation, craig explains the basic steps in interestbased bargaining. Be it about the added sugar in your coffee, whether you can borrow a buck from your friends, or if someone can lend you a pen. Integrative bargaining is a style of negotiation where parties focus on underlying interests and goals. Based on various case studies, the author has drawn attention to. This publication, written partly in response to increased interest in collective bargaining among graduate student workers, is a directory of recognized. Represents teachers and education support professionals who work at every level of education.
The study also sought to understand the factors that influenced the decisionmaking process and what was considered when making. Familiarization with the theoretical constructs of interest based negotiation is the starting point. And it has proven to be very effective and efficient. Download our free special report, negotiation skills. Our leaders are implementing mandates and recommendations from federal and state officials to ensure your ongoing safety at the university.
Interest based bargaining is also called integrative or winwin bargaining. Interest based bargaining process converting positions to interests. Interest based bargaining requires key decision makers to be at the table from the start. Just as traditional bargaining requires a discernible set of skills, so does interestbased negotiation. The filmmakers return to the taylor chain plant to show labor and management working together against the odds, trying to save the plant from becoming the latest victim of antiunion legislation and the globalization of cheap, exploitable labor. Integrative bargaining also called interestbased bargaining, winwin bargaining is a negotiation strategy in which parties collaborate to find a winwin solution to their dispute. This strategy focuses on developing mutually beneficial agreements based on. Nasscom former president r chandrashekhar said the workfromhome systems being. In short, some participants reverted to the old behaviors and attitudes of mistrust and partisanship. Learn vocabulary, terms, and more with flashcards, games, and other study tools. It provides a detailed set of guidelines for negotiators who wish to develop a cooperative, problem solving approach to their bargaining. Collective bargaining and the public interest by david m. Interest based bargaining a free powerpoint ppt presentation displayed as a flash slide show on id. Fmcs mediators are well versed in a number of alternative bargaining models, including.
Modified traditional bargaining, issues and interests bargaining, critical issues bargaining, expedited bargaining, interest based bargaining, and affinity approach economic bargaining. This course provides an overview of basic concepts and principles in conflict management theory and emphasizes their practical application to personal and group conflicts. This vision of looking at the common interests shared by both sides would be better achieved by everyone working together, said stant. Following is a definition of interestbased bargaining.
Ppt interest based bargaining powerpoint presentation. The idea here is lets not argue over positions, lets argue over underlying. Interest based bargaining is a creative alternative that allows for a much less adversarial process. Lecture notes people and organizations sloan school of.
Declaring peace in teacher contract talks the boston globe. In this threeminute video, craig explains the steps in interest. Interestbased bargaining in education by sally klingel. Ppt interestbased bargaining powerpoint presentation, free. This week, dan shapiro, director of the harvard international negotiation program, was quoted in the christian science monitor speaking president trumps negotiation style, and how he may get better results through interestbased negotiation. Beyond interest based bargaining incorporating interests and fairness in the development of negotiation support systems john zeleznikow1 school of information systems, victoria university abstract. Fmcs conducted interest based bargaining training to help the ata and aemtc successfully resolve issues at arnold engineering development center aedc prior to negotiating a new collective bargaining agreement. Interest based approach before negotiations commence, the bargaining parties must look carefully at the situation to ascertain whether ibn or any modi. Why interestbased negotiation will get you what you. Interest based negotiation harvard model woody and. Collective bargaining and the public interest presents a critical assessment of the way society marshals and deploys its labour force. It is used as a negotiation strategy to distribute fixed resources such as money, resources, assets, etc.
The interest based approach emphasizes communication skills, sharing information, examination of interests rather than positions, applying standards to those options. But amid growing market pressures and labor unrest in the. 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. In this threeminute video made in the middle of a negotiation, craig explains the basic steps in interest based bargaining. The partnership between kaiser permanente and the union coalition came about in 1997, in a challenging environment.
Enter your mobile number or email address below and well send you a link to download the free kindle app. 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. Legislative negotiation project harvard university. Our new crystalgraphics chart and diagram slides for powerpoint is a collection of over impressively designed datadriven chart and editable diagram s guaranteed to impress any audience. A creative approach to collective bargaining unit 6 the video that i will be summarizing is about interestbased bargaining. Interestbased bargaining strategies and structures the. Powerforcing style of conflict management should never be used to manage a conflict. It is a positive effort by the parties to resolve a joint dispute in collaboration rather than competition. Find materials for this course in the pages linked along the left. This negotiation techniques tutorial introduces the concept of integrative negotiations, or approaching bargaining as a winwin situation.
651 1363 610 1567 251 1488 260 2 475 280 521 187 672 1673 74 1161 1248 366 1161 1580 31 287 1496 1488 551 424 820 513 1139 208 1481 752