Interest-Based-Negotiation
(IBN)
Introduction
Labour Act, 2003 (Act
651) mandates Labour and Management
to negotiate in good faith and make
every reasonable effort to reach an
agreement during a negotiation without
intimidation or threat of any kind.
Sect. 127 (3) and (4)
The Labour law also
demands that either party to the negotiation
shall make available to the other
party information relevant to the
subject matter of the negotiation.
Information so provided shall not
be false or fraudulent misrepresentation
and shall be treated as confidential.
Section 97.
These provisions of
the Labour Act call for a different
approach to negotiation. The traditional
method of bargaining which is adversarial
and makes labour-management co-operation
difficult should give way to the use
of a side-by-side, joint problem solving
method by labour and management.
Interest Based Negotiation
(IBN) also known as “Both-Gain”
method is designed to be used in an
environment in which parties to negotiation
have to share relevant information.
IBN creates a healthy atmosphere,
fosters mutual respect and joint commitment
during and after the negotiation process.
This document explains
the Interest-Based Negotiation process,
outlines the dynamics of the information-sharing
in the negotiation process as well
as simplifies the principles of problem-solving
during and after contract negotiation.
Objectives
The objective of the
Interest Based Negotiation (IBN) seminar
includes:
How to prepare for the negotiation
Uncovering the issues
Learning from each
other about concerns presently and
not the past
Searching for a joint
solutions
Explain into a doable
agreement the future working relationships
Opponents
or Partners
The Both-Gain Approach
in any negotiation is about changing
the approach from adversarial attack
and defence to co-operation. It is
a powerful shift of sharing information
and attitude that alters the whole
course of communication.
The challenge now
is how to have this happen.
With the determination
to use a both-gain approach, two sets
of needs can frequently dovetail together.
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