Interest-Based Bargaining: A Users Guide

Interest-Based Bargaining: A Users Guide

by by John O'Dowd and Jerome T. Barrett
     
 

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Interest-Based Bargaining: A User's Guide provides a detailed account of why it makes sense to negotiate on the basis of interests rather than positions. It provides a detailed set of guidelines for negotiators who wish to develop a cooperative, problem solving approach to their bargaining. It draws on the experiences of using interest-based

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Overview


Interest-Based Bargaining: A User's Guide provides a detailed account of why it makes sense to negotiate on the basis of interests rather than positions. It provides a detailed set of guidelines for negotiators who wish to develop a cooperative, problem solving approach to their bargaining. It draws on the experiences of using interest-based approaches in the USA and Ireland.


Interest-based bargaining is an approach to collective bargaining that is focused on understanding the interests of parties and on building solutions around these. It uses problem-solving tools such as brainstorming, flip charting and consensus decision-making. This book will be of particular value to management and union representatives who are already working in a cooperative way and who wish to deepen that cooperation.


Product Details

ISBN-13:
9781412237802
Publisher:
Trafford Publishing
Publication date:
07/25/2006
Sold by:
Barnes & Noble
Format:
NOOK Book
Sales rank:
1,265,545
File size:
1 MB

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