Interest-Based Bargaining Strategies and Structures (LR312)

Interest-based bargaining frames negotiations in terms of shared problem to solve-resolving 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, grievance handling, and day-to-day conflicts. You will assess how organizations' bargaining practices can be more effective in reaching lasting agreements that improve the working relationship. 
 

Outcomes

  • Learn techniques to generate creative options to solve tough problems
  • Learn to use frameworks to incorporate problem-solving into bargaining
  • ​Learn discussion processes that surface underlying needs and interests

     

Approach and Features

Role-play, group work and case studies will develop skills for assessing bargaining interests and joint problem solving. Video simulations will demonstrate how to frame interests as opposed to positions during bargaining.

 

Key Topics

  • Effective issue discussion processess
  • Information gathering and benchmarking strategies
  • Using the negotiation process to create innovative contract language
  • Buidling a productive, ongoing labor-management relationship

Instructors for Oct 25, 2019
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Sally Klingel

Sally Klingel is the director of Labor-Management Relations programming for the Scheinman Institute on Conflict Resolution in Cornell’s School of Industrial and Labor Relations.    She specializes in the design and implementation of conflict and negotiation systems,  labor-management partnerships, collective bargaining strategies, strategic planning, and leadership development.   Her work with Cornell over  the past  20  years has included training, consulting, and  research with organizations in a variety of industries, local, state and federal government agencies, union internationals and locals, public schools and universities, and worker owned companies.   

Sally Klingel holds a M.S. in Organizational Behavior  from Cornell University’s School of Industrial and Labor Relations, and a B.A. from the University of Michigan.  She  has authored articles, monographs and book chapters on innovations in labor-management relations and conflict methods. 

Instructors for Feb 7, 2020
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Debra Osofsky

Debra Osofsky, Esq. is an attorney with over 25 years of experience as a negotiator, advocate, problem-solver and teacher. Debra received a B.S. from Cornell ILR in 1985 and a J.D. from Harvard Law School in 1989. She litigated with the law firm of Shaw, Pittman, Potts and Trowbridge, then advocated, negotiated and trained for the Air Line Pilots Association (ALPA). Ms. Osofsky has also served in leadership positions, as the Executive Director of AAUP-UMNDJ (a medical faculty Union) and as the National Director of News and Broadcast for the American Federation of Television and Radio Artists (now SAG-AFTRA).

Instructors for May 15, 2020
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Sally Klingel

Sally Klingel is the director of Labor-Management Relations programming for the Scheinman Institute on Conflict Resolution in Cornell’s School of Industrial and Labor Relations.    She specializes in the design and implementation of conflict and negotiation systems,  labor-management partnerships, collective bargaining strategies, strategic planning, and leadership development.   Her work with Cornell over  the past  20  years has included training, consulting, and  research with organizations in a variety of industries, local, state and federal government agencies, union internationals and locals, public schools and universities, and worker owned companies.   

Sally Klingel holds a M.S. in Organizational Behavior  from Cornell University’s School of Industrial and Labor Relations, and a B.A. from the University of Michigan.  She  has authored articles, monographs and book chapters on innovations in labor-management relations and conflict methods. 

$995.00

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