Interest-Based Bargaining

A Users Guide
  • Also available as: E-Book
  • Published: July 2006
  • Format: Perfect Bound Softcover(B/W)
  • Pages: 138
  • Size: 6x9
  • ISBN: 9781412063180
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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 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.



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