Interest-Based Bargaining
A Users Guide| By: | Jerome T. Barrett; John O'Dowd |
| Publisher: | Author Solutions |
| Print ISBN: | 9781412063180 |
| eText ISBN: | 9781412237802 |
| Edition: | 0 |
| Copyright: | 2006 |
| Format: | Reflowable |
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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.