The Negotiator: Conditions for Successful Interest Based Bargaining

Autor/in	Ventello, Gregg Primo
Titel	The Negotiator: Conditions for Successful Interest Based Bargaining
Quelle	In: Thought & Action, 28 (2012), S.41-46 (6 Seiten) PDF als Volltext Verfügbarkeit
Sprache	englisch
Dokumenttyp	gedruckt; online; Zeitschriftenaufsatz
ISSN	0748-8475
Schlagwörter	Governing Boards; Unions; Collective Bargaining; College Faculty; Group Dynamics; Negotiation Agreements; Grievance Procedures; Interpersonal Communication; Change Strategies; Best Practices; Critical Incidents Method; Social Cognition; Interpersonal Competence + Suchen Sie Ihr Suchwort? Governing body; Governing bodies; Leitungsgremium; Tarifverhandlung; Fakultät; Gruppendynamik; Abkommen; Interpersonale Kommunikation; Lösungsstrategie; Soziale Kognition; Interpersonale Kompetenz
Abstract	Inside every airline magazine is an ad in which Chester L. Karrass insists, "You don't get what you deserve, you get what you negotiate." This suggests that the "art" of negotiation is more important than the substance of any issue under consideration. When it's time to negotiate at the author's college, the faculty union's "professional negotiation" (PN) team musters from faculty volunteers whose experience in negotiations can range from novice to veteran. The old hands direct the new in order to field as knowledgeable a team as possible. The PN team meets with the administrative representation, composed of a lawyer hired by the board of trustees and a few dour administrators conscripted for the unpleasant task. In 2006 the author volunteered to be a member of the union's negotiation team. Part of the reason he chose to participate was that the college committed to trying something new, an alternative method of negotiation called Interest Based Bargaining (IBB). In contrast to traditional methods, IBB adds a collaborative problem-solving process that enables everyone to air their concerns, encouraging understanding and trust. In this article, the author talks about IBB and the conditions for successful interest based bargaining. (Contains 6 endnotes.) (ERIC).
Anmerkungen	National Education Association. 1201 16th Street NW Washington, DC 20036. Tel: 202-833-4000; Fax: 202-822-7974; Web site: http://www.nea.org
Erfasst von	ERIC (Education Resources Information Center), Washington, DC
Update	2017/4/10