Interest-Based Bargaining: A User's Guide
John O'Dowd,Jerome T. Barrett
ISBN 10: 1412063183 ISBN 13: 9781412063180
Published by CreateSpace Independent Publishi, 2005
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paperback
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About this Item
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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.
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Bibliographic Details
Title: Interest-Based Bargaining: A User's Guide
Publisher: CreateSpace Independent Publishi
Publication Date: 2005
Binding: paperback
Condition: New