Interest-Based Bargaining: A Users Guide

By John O'Dowd and Jerome T. Barrett

Book Overview

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.

• Format: Paperback
• Language: English
• ISBN: 1412063183
• ISBN13: 9781412063180
• Release Date: August 2005
• Publisher: Trafford Publishing
• Length: 138 Pages
• Weight: 1.00 lbs.
• Dimensions: 0.3" x 6.0" x 9.0"