From Principled Negotiation to Interest-based Bargaining

摘要

This research paper presents a portrait both descriptive and analytical of the knowledge associated with so-called integrative bargaining methods. After justifying the choice of the term "interest-based bargaining" (IBB) to designate the different methods of integrative negotiations, an analysis of the theoretical foundations of IBB with regards to the sub-processes of the collective bargaining was done. In addition, an explanation of the theoretical premises and methodological application of IBB as described [5] was proposed. After explaining the factors that facilitate the implementation of IBB, an analysis of the results of some empirical studies on the impacts of IBB was also carried out. Finally, some reflections on the method itself, the state of knowledge on the subject as well as various avenues of research that could be considered are suggested.