Are some of Putin’s tactics useful to negotiators looking to create and claim value at the bargaining table? This article explores this ongoing international negotiation challenge and offers insights into negotiation skills.

The primary difference between these two bargaining strategies is that in distributive bargaining, you don't take the other party's needs into consideration when...

Interest-based bargaining is a recognized process used for collective bargaining. In traditional bargaining, the process espoused by Trump’s Executive Order, each side to the bargaining puts forth one simple answer or solution to a problem in the form of a written proposal.

What Is Interest-Based Bargaining (IBB)? IBB is a collaborative approach to resolving labor and management disputes. Through the process, parties proactively identify durable solutions to outcomes at the bargaining table. Agreements are based on mutual and individual interests rather than positions. This ap-

Integrative bargaining (also called “interest-based bargaining,” “win-win bargaining”) is a negotiation strategy in which parties collaborate to find a “win-win” solution to their dispute. This strategy focuses on developing mutually beneficial agreements based on the interests of the disputants.