Cornell University

Human Capital Development

16 E. 34th Street, NYC, 866-470-1922

Interest Based Bargaining LR304

Not currently offered

This program currently has no scheduled dates. Find out more about how this program can be offered in-house at your organization.

Interest-based bargaining frames negotiation as joint problem solving to resolve each party's underlying issues, needs, and concerns. The process works by encouraging the parties to focus on interests, not positions, and to use communication and innovative thinking to identify superior solutions. This two-day workshop is designed to convey both the theory and practice of a systematic approach to bargaining by exploring how to:

  • Achieve better technical solutions
  • Create more durable contract agreements
  • Improve the working relationships between the parties

Key Topics

  • How to gauge your own negotiating style
  • How power, rights, and interests can affect negotiation outcomes
  • How to focus on interests rather than positions
  • Improving the relationship of the bargaining parties
  • Characteristics of successful negotiators
  • Understanding the concept of the "best alternative to a negotiated agreement"
  • The importance of separating people from the problem
  • Generating various solutions before deciding what to do
  • How to deal differently with your constituents
  • What to do when the other side plays hardball

Special Features

Realistic simulation exercises for hands-on learning

Who Will Benefit

Labor relations, human resource, line managers, and attorneys who represent management at negotiations or who assist in bargaining preparation

Open enrollment workshops can be taken individually or as part of a certificate in Contract Administration Studies or Collective Bargaining Studies. They are also available as Labor Relations Customized Programs for your organization.