Don McCullough Presentation
Traditional bargaining – not the most productive use of everyone’s time * Both sides develop proposals and strategies they plan to implement to achieve their interests * Both sides overstate their opening position * Both commit early and publicly * Both sides have a chief spokesperson * Both dig in for a fight * Both sides attempt to use whatever leverage they have at their disposal to win * After days of caucusing they generally accept an agreement; both sides walk away viewing themselves as winners.
Problems
* Leave the table with issues or interest that were truly worth addressing * Both sides leave something on the table that they came with to begin with * All team members believe that it would’ve been different had they been able to talk * The side with the greater leverage and courage to gamble on that leverage gets the most
Recognized need for change * Both sides felt there had to be a better way * Both sides began to train their leadership team and spokesperson on the art of bargaining – we wanted to get better at what we were doing * Both sides began to focus on real issues and less on building a laundry list of demands * Chief spokesperson became facilitators looking for ways to best represent the group’s interest; hoping this would lead to greater gains. * The more progressive negotiators were looking for radical change
Interest based bargaining * Most of the material I have studied was work completed by Harvard Law School and MIT Sloan School Management * “Art” was now process * IBB is often contrasted with “position-based” bargaining, in which the parties start with proposals (which implicitly are solutions to known or inferred problems) * A baraginin technique in which the parties start with at least some problems and they get addressed. *
Same group of interested parties * Union * Company * Union and company * Team

Your preparation doesn’t change * Who will be on our bargaining team * Who will be in the back room * What are our issues * What do you feel their issues will be * What will be your strategy * When & hat information will be revealed * How will we handle ratification?

Ground Rules * Focus on the issues and options * Don’t jump to conclusions * Either side can call a process time out
A couple of approaches to IBB * Starting out * Modest list of interest * Trust exists * Little sharing of information * Typical 2 weeks at the table * One spokesperson from each side * Lots of side meetings * More mature * Aggressive list of interests * Don’t want to take a break until your concerns are addressed right there in front of everyone
IBB Bargaining process * Statement of the issue * Both sides have an issue that needs to be addressed