10.2190/0QHY-8NXR-8KR3-RWRM 0QHY8NXR8KR3RWRM 0 RECONCILING "GETTING TO YES" AND THE BEHAVIORAL MODEL OF COLLECTIVE BARGAINING: A TWO-PIE APPROACH 20020509 20020509 20020509 20020509 http://baywood.metapress.com/link.asp?target=contribution&id=0QHY8NXR8KR3RWRM 2 LEONARD B. MANDELBAUM Can the nonadversial problem-solving strategies of <em>Getting to Yes</em> (Fisher/Ury) be applied effectively in collective bargaining where, frequently, trust levels are low and power may not be equally balanced? This article is a participant/observer case study of a lengthy contract negotiation in a public hospital. While it confirms previous research about the difficulties of implementing win/win approaches, the author finds that prebargaining training of at least one party and careful selection of issues makes a difference. At least where relationships are not hostile, partial application of integrative (win/win) bargaining techniques did work.