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: 9781412063180
Media Type: Paperback
Publisher: Trafford Publishing
Publication Date: 07-25-2006
Pages: 138
Product Dimensions: 6.00(w) x 9.00(h) x 0.30(d)