Interest Based Bargaining LR304
Price varies by session or location
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
- Increase the likelihood of compliance
- 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
Instructors
Sally Klingel, Stephen P. LaLonde, Thomas B. Quimby