Interest Based Negotiation

An Organization Development Approach

Also known as integrative bargaining, mutual gain bargaining, interest based problem solving, win-win bargaining, principle-based negotiations, open bargaining, etc. Typically begins with an assessment of readiness, researching and answering the following questions: Is there sufficient labor harmony? Are there imminent problems like cut backs, take backs, workforce reductions, union elections, unit disputes? Are the political leaders willing to participate in the learning process? Is there sufficient time and resources to learn the new skills and pull off the longer talks? Is this change part of a larger culture change to assure harmonious relationships and employee involvement? Is the Union strong enough to bring along its members? Are there any jurisdictional disputes going on? Is the economic climate conducive? Are champions of IBN respected? Have hard negotiation proposals been exchanged? Have employees been asked to contribute to union "wish lists" for upcoming talks? Has management sought authority, guidelines or direction from it's governing board?

If answers to the above are mostly satisfactory the next step is to train the parties and their principals together in the PAST approach to IBN. PAST stands for Principles, Assumptions, Steps and Techniques.

Principle:
Focus on issues not personalities
Focus on interests not positions
Create options to satisfy mutual and separate interests
Evaluate options with standards not power

Assumptions:
Bargaining enhances relationships
Both parties can win
Parties should help each other win
Open discussion expands mutual interests and options
Standards can replace power in bargaining outcomes
This is part of a larger change effort

Steps:
Prepare for win-win bargaining
Identify issues
Develop options
Develop standards
Judge options with standards
Achieve win-win agreement

Techniques:
Brainstorming
Consensus building
Problem solving
Strategic issue sub-groups

Martin Nelson, Nancy Taylor and Associates surround the basic PAST approach with Organization Development Change technology, Adult Learning Experiences, Professional Training, Large System Change technology, Behavioral Science skills and over fifty years of Hands On Collective Bargaining experience.

We provide the parties with twenty-four hour coaching assistance with our 800 phone number, fax, cell-phone answering service and on-line assistance within our web page, e-mail and intranet. We meet with the parties and their constituents to orient, problem solve and discover ways to build broad-based commitment to the process. Our team divides up serving both labor and management teams with their own consultant.

We and our associates are available to facilitate actual Interest Based Problem solving sessions. The sessions are preceded by a one to three day orientation and relationship building process.

Some teams just want a half or full day orientation to win-win problem solving to make them better every-day negotiators. We will be happy to tailor a program to fit your needs.

Contact Taylor-Nelson for information about this and other partnership services. Or call us at 909-686-8471 E-Mail us at MSOD@AOL.com

Taylor-Nelson

5042 Woodman Ave.

Riverside, Ca 92506

800-788-8471