About Interest-Based Bargaining

“In traditional bargaining parties start with opposing and concrete positions. Interest-based collective bargaining differs from traditional bargaining by starting with interests, exploring options and building toward solutions.”

From http://www.oregon.gov/ERB/pages/medcolbargtrng.aspx

Interest-Based Bargaining (IBB) is based on redefining negotiation in terms of the parties’ underlying interests. Seven steps organize the basic process of IBB, as facilitated by the Oregon Employee Relations Board, which is largely based on Roger Fisher & William Ury’s book Getting to Yes: Negotiating Agreement Without Giving In (1983). IBB hinges around the four principles Fisher and Ury outlined for effective negotiation:

  1.  Separate the people from the problem
  2.  Focus on collective interests, not positions
  3.  Invent options for mutual gain
  4.  Insist on using objective criteria.

Interest-Based Bargaining can take longer than traditional bargaining, since a lot of time and conversation goes into the initial three steps of the process. The seven steps of IBB we will use are as follows:

1. Framing the issue
2. Identifying and exchanging data 
3. Identifying interests
4. Inventing options
5. Evaluating options
6. Selecting a solution
7. Closure in tentative agreements that meet the collective interests of all parties


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