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Interest-Based Bargaining: A Users Guide
Paperback
Publisher Price: $19.95
ISBN13: 9781412063180
Publisher: Trafford Pub
Published: Jul 25 2006
Pages: 138
Weight: 0.43
Height: 0.30 Width: 6.00 Depth: 9.00
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.
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