Interest-Based Bargaining: A Users Guide

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.

Binding Type: Paperback
Publisher: Trafford Publishing
Published: 07/25/2006
ISBN: 9781412063180
Pages: 138
Weight: 0.43lbs
Size: 9.00h x 6.00w x 0.30d