Third-party facilitators in interest-based negotiation: An Australian Case Study

Abstract

This article proposes a new theoretical framework to explain the role of third-party facilitators in interest-based negotiation, and applies the framework in a qualitative case study of a collective bargaining process at an aluminium smelter in Australia. The theoretical framework describes the activities of third parties in terms of the objectives they seek to meet to support bargaining, and the consulting approach they deploy to do so. The case study demonstrates that third parties undertake a range of distinct activities to facilitate bargaining between management and unions, dominated by, although not limited to, a ‘process’ approach to consulting. Moreover, third parties support the development of three types of relationship: their own with the individual parties, as well as relationships between the parties and within each party. While the framework needs confirmation in future research, the article offers rare insights into how third parties participate in interest-based negotiation.