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Description
Interest-Based Bargaining: A Users GuideInterest 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
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.
Binding Type: Paperback
Publisher: Trafford Publishing
Published: 07/25/2006
ISBN: 9781412063180
Pages: 138
Weight: 0.43lbs
Size: 9.00h x 6.00w x 0.30d
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