Joint Problem-Solving (Interest-Based Bargaining, IBB)
What is Interest-Based Bargaining?
There is an alternative to traditional collective bargaining that is known by many names: Win-Win Bargaining, Mutual Gains, Principled or Interest-Based Negotiation, Interest-Based Problem Solving, Best Practice or Integrative Bargaining. No matter what you call it, interest based bargaining may offer parties more flexibility than traditional bargaining. Unlike traditional bargaining, where the parties begin with predetermined positions on issues, the process opens with both parties first seeking to understand the issue or problem. Next, they identify the underlying interests of each side. Often, parties discover that their interests are mutual and that both sides are trying to achieve the same goal but just taking different approaches. Having identified interests, the parties can generate options that satisfy their needs. Options are evaluated according to objective criteria. Solutions are adopted by consensus.
Parties find that interest-based bargaining is a process that enables traditional negotiators to become joint problem solvers. It assumes that mutual gain is possible, that solutions which satisfy mutual interests are more durable, and that solutions are more creative.
Parties Find High Levels of Satisfaction with Interest-Based Bargaining
In the collective bargaining context, it assumes that negotiation can enhance the labor-management relationship, and that decisions based on objective criteria obviate the need to rely only on power.
The Principles of Interest-Based Bargaining
Where IBB Works Best
Is IBB Right For Your Organization?
Effective IBB begins with an orientation by FMCS mediators. If participants cannot accept the principles and assumptions that underlie the process, it is highly unlikely that they will be able to follow the steps and use the techniques during negotiations.
When the parties and FMCS determine that IBB is appropriate, training is the next step. The program includes exercises which test participants’ ability to work through the process to completion -- an indicator of how well the parties will handle the process in actual negotiations.
With a decision to proceed, mediators facilitate a joint meeting of the participants to reach agreement on ground rules and protocols under which the bargaining will be conducted, an exchange of the issues to be negotiated, and steps for a transition to traditional bargaining if the IBB process breaks down.