WHAT DO WE KNOW ABOUT MUTUAL GAINS BARGAINING AMONG EDUCATORS

Mutual gains bargaining (MGB) is a relatively new alternative to what is viewed as the traditional adversarial approach to collective bargai ning negotiations. In an attempt to understand both the characteristic s and outcomes of MGB among educators, this article analyzes eight det ailed case studies. It was discovered that successful MGB outcomes can occur among this group of employees despite the preexistence of poor relations and a low level of trust between the union and management. I n addition, training in MGB principles and the use of facilitators dur ing negotiations appear to be positively related to successful MGB out comes, while MGB participation can result in the creation of labor-man agement committees designed to handle problems on an ongoing basis. Th e article concludes with a discussion of how to deal with the constitu ency problem in MGB negotiations.