Interest-Based Bargaining Strategies and Structures (LR312)

Interest-based bargaining teaches you how to frame negotiations 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. Assess how organizations' barganing practices can be more effective in reaching durable agreements that improve the working relationships between parties. echniques for generating creative options to solve tough problems.

This trianing is for labor relations, human resource, operations, and finance professionals who support or are responsible for collective bargaining. 

Key Topics

  • Effective issue discussion processes.

  • Information gathering and benchmarking strategies.

  • Techniques for generating creative options to solve tough problems.

  • Utilize the negotiation process to create innovative contract language and an ongoing labor-management relationship.

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.


Instructors for Feb 8, 2019
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Debra Osofsky

Instructors for May 17, 2019
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Sally Klingel

Sally Klingel is the director of labor-management relations programming for the Scheinman Institute, where she teaches, trains and provides organizational change consulting services to labor and management groups nation-wide. 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. Her work with Cornell over the past fifteen years has included training, consulting, and action 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 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. She is currently a PhD candidate at the Norwegian University of Science and Technology, writing a dissertation on labor-management strategies for change in municipal work organizations.


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