Negotiation

Interest-Based (Mutual Gains) Bargaining

Surface interests and expand the pie before you split it.

A collaborative alternative to traditional positional bargaining, used in many healthcare contracts and in the Kaiser Labor Management Partnership. Both sides share interests, brainstorm options, and decide against objective standards.

When to use it

When the relationship must continue — especially a first contract.
When there's enough trust to share information.

How to use it

1Frame each issue as a shared problem, not a demand.
2Each side states its underlying interests.
3Brainstorm options together without committing.
4Evaluate options against objective standards.
5Build the agreement from the best options.

Watch out

It needs preparation and some trust — in a low-trust setting, start with one low-stakes issue.

Takeaway

Interests overlap far more than positions do — naming them is where the value is found.

Learn this in a course

Benefits, Benchmarks & Bargaining

Related frameworks

Principled Negotiation (Getting to Yes)

BATNA & ZOPA

Distributive vs. Integrative Bargaining

All frameworks