Bibliograph

Interest-based bargaining, a user's guide, Jerome T. Barrett and John O'Dowd

Type

Label

Interest-based bargaining, a user's guide, Jerome T. Barrett and John O'Dowd

Language

eng

Index

no index present

Literary Form

non fiction

Main title

Interest-based bargaining

Nature of contents

dictionaries

Responsibility statement

Jerome T. Barrett and John O'Dowd

Sub title

a user's guide

Summary

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

Target audience

adult

Classification