Interest-Based Bargaining

Interest-based bargaining (IBB) is used more frequently in public sector bargaining than in private sector. That said, IBB seems to be gaining popularity in the private sector in recent years, and some parties are moving to a hybrid blend of traditional and IBB. It is appropriate to share a bit of information about IBB so you have a sense of how it could work for your organization. Let’s compare and contrast for some understanding.

Traditional distributive bargaining is often likened to playing poker where during the course of playing, the parties might bluff or even misrepresent their hands during the game, and they most definitely do not disclose which cards they are holding. However, at the end of the game, ...

Get Negotiating With Agility now with the O’Reilly learning platform.

O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.