March 20, 2012ERNN Annual Conference
Yakima, WA
Creating and Maintaining a Positive Classified and Certificated
(IBB) Climate
Overview of today’s sessionTraditional Bargaining versus Interest-Based Bargaining (IBB)
WAYFO?(We save lives!)
The Orting School District storyBut first…
Creating and Maintaining a Positive Climate
Daily Affirmations
Creating and Maintaining a Positive Climate
Orting School District’s StoryHistory of Traditional Bargaining
And VERY antagonistic relationships with both PSE and OEA
History of rolling over contractsHistory of guarded communications and intermittent trust
2010: OEA bargained w IBB; PSE refused
Creating and Maintaining a Positive Climate
IBB DefinedA problem-solving process
conducted in a principled manner
to create effective solutionsusing “Consensus” decision-making
While improving the relationship between parties
Creating and Maintaining a Positive Climate
What is IBB?The Basic Principles:
Problem-solving is the objective; not winning or losing
Focus on the problemConsider the concerns, needs, fears, worries
and interests that underlie both teams’ perspectives
Generate a variety of options or solutions for mutual gain before deciding what to do
Base resolution on mutually agreed upon objective standards, procedures or values
Creating and Maintaining a Positive Climate
Interest Based BargainingIs a discussion that allows for an
understanding of the interests underlying positions
Moves people away from contending positions
Promotes mutual educationAllows a collaborative atmosphere to
developSets the stage for reframing the issueEncourages the generation of multiple
optionsPermits the search for a creative solutionCreating and Maintaining a Positive Climate
Traditional Bargaining (Hard)By focusing on POSITIONS, the
parties in a dispute:See only a predetermined way to solve a problem
Spend time staking and defending opposing positions rather than dealing with the heart of the matter
Tend to settle with a compromise rather than what either side really needs
Limit creative optionsRisk damaging ongoing relationshipsCreating and Maintaining a Positive Climate
IBB BehaviorsFocus on issues and interests, not on
people or positionsDescribe, not accuseUnderstand issues. Do not judge themRespect the roles and responsibilities of
othersSeek to meet mutual and separate
interestsUse consensus to decideAvoid coercion and manipulationSustain the relationship and the process
Creating and Maintaining a Positive Climate
Traditional Bargaining Behaviors
ProposalCounter-proposalCounter-to-counter-proposalCounter-to-counter-to-counter-proposal
More Haggling (depending on how strong you feel your position is)
More Threatening (depending on how right you feel your position is)
Stressful holding-out until you’re SURE it’s their final offer
AgreementCreating and Maintaining a Positive Climate
Traditional Bargaining? (Duckman)
Creating and Maintaining a Positive Climate
What is IBB?The starting point:
A full understanding of your own interests
The strategy: Open discussion of interestsEncourage other side to openly discuss their
interestsEach team member is expected to contribute in
some fashion in the sessionsBrainstorm options with an open mind
The solutions:Evaluated according to objective standardsAgreed upon by consensus decision
Creating and Maintaining a Positive Climate
What is IBB? (Car commercial)
Creating and Maintaining a Positive Climate
An IBB Strategy is NOT about...Exercising our limited power for narrow
constituent gains Seeking compromise solutionsQuick decisionsAddressing only issues we “have to”Focusing on areas of disagreementQuestions of “Why?” for the purpose of
blameSeeing problemsUltimatumsBelieving primarily in the strength and
knowledge of the individualCreating and Maintaining a Positive Climate
An IBB Strategy is NOT about...Butting heads togetherCommitment to positions based upon
pressure“This way” onlyMonologueBeing mistrustingReconciling positionsFocusing on the mettle of the partiesPushing each other back and forthIndividual focusInsistingCreating and Maintaining a Positive Climate
PpreoobplleemSeparate the People from the Problem!
Do not blame the other party for the problem
Discuss your perceptionsImagine the issue from the other party’s
perspectiveRecognize and understand emotionsDo not assume the other party intends what
you fear mostCommunicate clearly and effectivelyCreating and Maintaining a Positive Climate
Traditional Bargaining?The starting point:
Adversarial positions
The strategy: Gradual adjustmentsAdvocate your positionDetract from your opponent’s positionOpportunistic behavior
The solutions:Trade and compromise toward a midpointDecision based upon power
Creating and Maintaining a Positive Climate
IBB Process1. Select the issue
Ensure the issue is clearly stated and understood by all
Use a mutually acceptable method to decide the order in which issues will be discussed
2. Discuss interests3. Establish standards4. Generate options5. Evaluate options6. Develop the solution
And monitor the results…
Creating and Maintaining a Positive Climate
IBB Process2. Discuss the Interests behind the Issue
List the interests on a chartDiscuss and clarify each interestRecognize the legitimacy of both parties
interests to define the scope of the issueConvert positions to interests – all positions
are based upon interestsIdentify mutual interestsRestate the issue if necessary
Creating and Maintaining a Positive Climate
IBB Bargaining? (Dentist Negotiation)
Creating and Maintaining a Positive Climate
Group Consensus6. Develop the solution
When all members agree upon a single solution and can honestly say:
“I believe you understand my point of view”“I understand your point of view”“Whether or not this is my preferred solution, I support it because it was reached openly and fairly and it is the best solution for us at this time.”
Creating and Maintaining a Positive Climate
Consensus Guidelines
Listen – pay attention to othersEncourage participation – but do not
embarrass anyoneShare informationDo not change your mind to avoid conflictDo not agree too quickly….explore options
Creating and Maintaining a Positive Climate
Comparison: Interest Based and Positional Strategies
Interest Based
Positional – Soft
Positional - Hard
Style
Collaboration Accommodation, compromising, avoidance
Competition
Role of Parties
Participants are problem-solvers
Participants are friends
Participants are adversaries
Creating and Maintaining a Positive Climate
Comparison: Interest Based and Positional Strategies
Interest
Based
Positional – Soft
Positional - Hard
Goal
Wise outcome reached efficiently and amicably
Agreement Victory
Relationship of parties
Soft on people, hard on the problem Be trustworthy
Soft on people, soft on the problem Trust others
Hard on the people, hard on the problem Distrust others
Creating and Maintaining a Positive Climate
Comparison: Interest Based and Positional Strategies
Interest Based Strategy
Positional – Soft Positional - Hard
Issue Control
Focus on interests, not positions
Change your position easily
Dig into your position
Explore interests
Make offers
Make threats
Be flexible – understand alternatives
Disclose your bottom line
Mislead as to your bottom line
Creating and Maintaining a Positive Climate
Comparison: Interest Based and Positional Strategies
; Interest Based
Strategy
Positional – Soft Positional - Hard
Options
Invent options for mutual gain
Accept one-sided losses to reach agreement
Demand one-sided gains as the price of agreement
Develop multiple options to choose from, decide later
Search for a single answer; the one they will accept
Search for the single answer; the one you will accept
Creating and Maintaining a Positive Climate
WAYFO?
Creating and Maintaining a Positive Climate comes down to WAYFO?
WhatAreYouFocusingOn?
Creating and Maintaining a Positive Climate
WAYFO?
If you focus on the negatives, the results will be negative
If you focus on your counterparts as “adversaries,” the negotiations will take on an adversarial flair
If you focus solely on what you want, then so will theyUnless “they” come up with a solution that is good for both sides (and decide to share it with you!)
Creating and Maintaining a Positive Climate
WAYFO?
If you focus on the positives, the results will be positive
Our institutions are about students! Keep the focus positively on student learning!
Creating and Maintaining a Positive Climate
The Dr. Cooley Story In Teaching the Elephant to Dance, author Jim
Belasco tells the story of Dr. Cooley, a famous brain surgeon. He followed Cooley on his rounds one day and, en route to the operating room, saw the surgeon stop and talk to a man mopping the hallway. They conversed for nearly 10 minutes before Cooley dashed into the operating room. His curiosity raised, Belasco commented, “That was a long conversation.” The man mopping the floor replied, “Dr. Cooley talks to me quite often.” The author asked, “What do you do at the hospital?” The man replied,
“We save lives.”Creating and Maintaining a Positive Climate
What is our “We Save Lives?”
Creating and Maintaining a Positive Climate
Mission Statement:All Students Prepared for College,
Careers, and Life“We prepare students for college,
careers, and life!”
Orting School District’s StoryEvery department of the District was
asked to identify their “We Save Lives”“How do YOU prepare students for
college, careers, and life?”
2010 LoA w PSE: Bus Drivers as Tutors2012 LoA w PSE: CTE/Sped placements
w members for Job Shadows/Work Experience
Creating and Maintaining a Positive Climate
Vision Statement:All students will develop
knowledge, skills, and attitudes to be successful life-long learners and engaged citizens in a diverse global societyQuality instruction in every classroomArticulated, aligned curriculum and assessments
across the system21st Century teaching, learning, and leading
Creating and Maintaining a Positive Climate
In everything we do, we will:Focus on learning, collaboration,
results and continuous improvementEnsure data-driven decisionsProvide equity of opportunities and
resourcesCommunicate with and engage
students, families, staff and communityCreating and Maintaining a Positive Climate
Critical questions that guide our work:
What do students need to know?How will we know they have learned it?What will we do when they haven’t
learned it?What will we do when they already
know it?Creating and Maintaining a Positive Climate
Contact Information:
Jon Bell, Director of Special [email protected] Whitesell Street NE, Orting, WA 98360(360) 893-6500
Creating and Maintaining a Positive Climate