Transcript An Introduction to Interest

An Introduction to InterestBased Bargaining (Problem
Solving)
DAVID SCHLEIN
NEA COLLECTIVE BARGAINING & MEMBER
ADVOCACY
MID-ATLANTIC/SOUTHEAST REGIONAL
TURN
FEBRUARY 18, 2012
Why do people reach an agreement?
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 People – their working relationship, respect, trust
 Process – rational, agreement on agenda,
commitment to a process and each other
 Issues – less then 10% of the reason on why people
reach agreement
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Problem Solving
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 Problem solving is about resolving underlying
interests.
 Interests are your needs, concerns, or desires behind
a particular problem.
 The “why” behind the problem.
 Interests drive any negotiated outcome if a problem
is to be really resolved.
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The IBB Process
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Issue Statement
1.
a.
What is the problem? What is occurring?
b.
Tell the story
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The IBB Process
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2. Interests – the “why”
a. Needs, desires
b. Mutual/separate
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The IBB Process
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3. Options – identify any options for “how” to deal
with the problem and that take into account the
interests of the parties
a.
Brainstorming
b.
Consolidation
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The IBB Process
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4. Evaluation – FBA
a. Feasible – legal, affordable, workable,
understandable
b. Beneficial – satisfy important interests, better
then what you have today?
c.
Acceptable – fair and equitable, pass ratification
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The IBB Process
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5. Solutions
a. Consensus – all members agree or are willing to
accept the solution
b.
Write up
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The IBB Process
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 Focus on issues – not personalities or the past
 Describe the problem, don’t accuse or assign




motivation
Focus on interests – not positions
Understand interests – don’t judge them
Defer evaluation during the option-generating stage
Evaluate options with standards
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IBB Behaviors
 Share Information
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 Respect the role and responsibility of others – listen
 Be open to reasoned argument
 Be willing to change your mind
 Sustain the relationship and process
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Hybrid Models of bargaining
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 Modified Traditional Bargaining – if no resolution,
revert to traditional bargaining
 Enhanced traditional Bargaining – exchange
proposals and rationale, no use of standards
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Resources
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 Getting to Yes (1981) by Roger Fisher and William
Ury
 Federal Mediation and Conciliation Service (FMCS)
 David Schlein – [email protected] , 202-822-7205
NEA Collective Bargaining & Member Advocacy