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Abstract

Most bargaining, interest-based or traditional, focuses on the interests of the negotiating parties. The premise of traditional bargaining is that the two parties at the table have fundamentally competing interests, and that it is a game in which one party’s win is the other’s loss. In some regards, Interest-Based Bargaining (IBB) offers a different starting point and process. An IBB approach involves going through a formal training before the negotiations. It reframes the negotiation process as a search for common ground and mutual interest/gain. No matter what process is followed, each party brings to the table what it sees as problems with the objective of resolving those problems through negotiations.

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