Interest-Based Bargaining for High-Impact Negotiations

An overview video featuring Dr. Joseph Huston, providing the scope of the Section 2 content: Fundamentals of Collaborative Bargaining.

This instructional video outlines the 6 phase IBB model.

The negotiation landscape is filled with conflicts, communication breakdowns, and potential challenges. This video explores the bargaining environment and outlines the advantages that the IBB process holds for navigating negotiation challenges.

Collaboration is the key to success in interest-based bargaining. In this video, Dr. Huston outlines the necessity of adopting a collaboration mindset to unlock the potential of joint-ownership and co-innovation within the IBB framework.

Understanding our many professional interactions as potential partnerships can change the game for bargaining and negotiation. Dr. Huston explores the concept of leveraging a 'lens of partnership' during professional interactions in this video.

Dive into reflection on your experiences with collaborative work. Develop an understanding for your own preferences around team dynamics through this reflection activity.

An overview video featuring Dr. Joseph Huston, providing the scope of the Section 3 content: Preparing for Negotiations.

Critical interests are at the core of the IBB process. This video explore the concept of interests and helps to differentiate them from positions. You'll also learn strategies for converting positions into interest statements to help facilitate alignment among your teams.

In this video, Dr. Huston hits the pause button on our course to take a deep dive into the challenges that positions (and adversarial bargaining practices) pose for developing powerful mutual gains for your bargaining teams.

Invest some time in reflection to explore how positions and interests can help us to dissect conflict interactions.

Section 3 culminates in a strategy for approaching negotiations through a collaborative framework. Explore the steps necessary to approach negotiations with awareness about your own positions, interests, and best alternatives to a negotiated agreement.

An overview video featuring Dr. Joseph Huston, providing the scope of the Section 4 content: Communication and Persuasion Techniques.

Interest-based bargaining requires a different communication style from our daily routine. This video explores the concept of collaborative communication and delivers the tools you need to beginning communicating for deeper understanding.

Trust and rapport are essential ingredients for long-term, sustained working relationships. In this video, Dr. Huston explores how trust and rapport serve as the foundation for effective interest-based bargaining, and he delivers tools and techniques that help to support building trust and rapport among your teams.

Interest-based bargaining transcends the deliberate coercion and deception practices that are so common among traditional adversarial negotiations. This video is all about leveraging persuasion technique in an ethical way to more effectively communicate our interests and articulate our view points.

This video launches our course through the first three phases of the IBB negotiation process, building a narrative from our issues, interests, and constraints.

Engage in reflection on one of your trust relationships and invest time to understand the characteristics and events that have led to the establishment of trust and rapport in your own work.

An overview video featuring Dr. Joseph Huston, providing the scope of the Section 5 content: Collaborative Bargaining in Action.

Phase 4 of our IBB process is a creative and collaborative exploration of options. Learn why Dr. Huston prefers longer lists and dozens of options when engaging in negotiations.

The IBB process concludes with evaluation of the options that ultimately leads toward commitment and resolutions. Learn how the evaluation process can be a creative process in itself and often leads to entire new options.

This reflection activity is all about creativity. Explore your own history of creativity and leverage the experiences to learn about your preferences.

An overview video featuring Dr. Joseph Huston, providing the scope of the Section 6 content: Advanced Techniques & Overcoming Challenges.

This video takes a deep dive into some more advanced negotiations techniques, outlining appropriate situations and potential outcomes that emerge from each.

Sometimes people just behave badly during negotiations. Learn about a few of more common tactics that arise during negotiations and a few strategies for navigating through these challenges.

Ground rules are extremely helpful for keeping your bargaining teams on track and within the bounds of interest-based bargaining. Learn how Dr. Huston leverages the IBB process to create joint-ownership and co-creation of ground rules between bargaining parties.

In this activity, reflect on your own experiences with challenging behaviors in the workplace and explore what behaviors you should be on the look out for during negotiations.

An overview video featuring Dr. Joseph Huston, providing the scope of the Section 7 content: IBB in Practice.

The research and literature on interest-based bargaining provides a 40 year account of implementation practices. Here, Dr. Huston synthesize this knowledge base into a concise list of actionable steps to help your on your way to implementing IBB in your work.

Not every operation is ready for IBB. In this video, Dr. Huston explores the factors that contribute to successful adoption and implementation of IBB and discusses characteristics that can potentially impede success within your operation.

The final reflection in this course is related to your own adoption and implementation of IBB. Explore where you stand in your operation and your own thinking about brining interest-based bargaining practices into your operation.