Cornell University

Human Capital Development

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

Interest-Based Bargaining Strategies and Structures LR312

$ 995.00

Select the session you'd like to attend

Interest-based bargaining frames negotiation as joint problem solving to resolve 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 and grievance handling.

Participants will assess how their own organization's bargaining practices can be more effective in reaching durable agreements that improve the working relationships between the parties.

Features and Outcomes

  • Effective issue discussion processes
  • Joint information gathering and benchmarking strategies
  • Techniques for generating creative options to solve tough problems


Sally Klingel, Director of Labor-Management Relations Programming for the Scheinman Institute at Cornell University ILR School, is an experienced practitioner of participatory organizational change and negotiation strategies in both the public and private sectors. She specializes in the design and implementation of conflict and negotiation systems, labor-management partnerships, work redesign, strategic planning and change processes, and leadership development.