Abstract
Proposes a synthesis between new, interest-based (IB) bargaining techniques and the traditional institutional practices in labor–management negotiations. The differences in philosophy and assumptions, the bargaining processes, and the structure of negotiations in the 2 approaches are contrasted. The limitations of both models are reviewed and potential solutions are offered at various stages of bargaining. A contingent approach that combines IB process and structure options with the power and relationship patterns of the institution is outlined as a new model of bargaining.