In Whose Interest? A First Look at National Survey Data on Interest-Based Bargaining in Labor Relations A First Look at National Survey Data CUTCHER-GERSHENFELD, KOCHAN, AND WELLS

The first national survey data on interest-based bargaining (IBB) in labor relations reveal broad awareness of IBB, contrasting union and management views, and variation by negotiator experience and gender. A majority of negotiators are aware of IBB, and approximately one-third of management negotiators and nearly one-half of union negotiators report using IBB in prior negotiations. An exploratory analysis of the relationships between IBB preferences and contract outcomes suggests that the process is producing more than a simple “mutual gains” pattern of outcomes. Based on these initial results, two hypotheses are suggested as the focus for future studies of the diffusion and sustainability of IBB in collective bargaining.