mutual gains bargaining

Mutual gains bargaining (MGB) is an approach to collective bargaining intended to reach win-win outcomes for the negotiating parties. Instead of the traditional adversarial (win-lose) approach (aka positional bargaining), the mutual gains approach is quite similar to principled negotiation (first described by Roger Fisher in his book Getting to YES), where the goal is to reach a sustainable (i.e., lasting) agreement that both parties (or all parties in a multi-party negotiation) can live with and support. Mutual gains bargaining has been used successfully in such areas as labor-management relations and environmental negotiations.

Some Principles of MGB

Both sides have legitimate interests to be recognized and advanced
Approach the issues as problems to be solved
Listening builds trust
Enlarge the pie
Seek sustainable alternatives

Also see

Lawrence Susskind

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