Interest-based bargaining comes in many forms with different names, such as "win-win" bargaining, mutual gains, principles, and interest-based negotiation. The basic goal is to reach an agreement that recognizes and satisfies the needs of both labor and management. It is characterized by a process that...
- Separates the people from the problem: People you are negotiating with are not the opposition. Both parties should focus on resolving problems.
- Focuses on interests, not positions: Shifts focus to underlying concerns, needs, fears, worries, and interests and not on each party’s stated position.
- Creates options for mutual gain: Both sides generate a variety of solutions that will satisfy the needs of both parties.
- Insists on using objective criteria: Insists that the final agreement be based on objective standards or fair procedures, and gain consensus and commitment to such criteria from both parties.