Interest-Based Bargaining
A Users Guide
Nonfiction, Reference & Language, Reference, Business & Finance
| Author: | Jerome T. Barrett, John O'Dowd | ISBN: | 9781412237802 |
| Publisher: | Trafford Publishing | Publication: | July 25, 2006 |
| Imprint: | Trafford Publishing | Language: | English |
| Author: | Jerome T. Barrett, John O'Dowd |
| ISBN: | 9781412237802 |
| Publisher: | Trafford Publishing |
| Publication: | July 25, 2006 |
| Imprint: | Trafford Publishing |
| Language: | English |
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.
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.
