Interest-based Bargaining: A Users Guide - Softcover

O'Dowd, John; Barrett, Jerome T.

Softcover

ISBN 10: 1412063183 ISBN 13: 9781412063180

Publisher: Trafford Publishing, 2005

Synopsis

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.

Edition details

• Publisher: Trafford Publishing
• Publication date: 2005
• Language: English
• ISBN 10: 1412063183
• ISBN 13: 9781412063180
• Binding: Paperback
• Number of pages: 150