Interest-Based Bargaining
Author | : Jerome T. Barrett |
Publisher | : Trafford Publishing |
Total Pages | : 151 |
Release | : 2006-07-25 |
ISBN-10 | : 9781412237802 |
ISBN-13 | : 1412237807 |
Rating | : 4/5 (807 Downloads) |
Download or read book Interest-Based Bargaining written by Jerome T. Barrett and published by Trafford Publishing. This book was released on 2006-07-25 with total page 151 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.