Interest-Based Bargaining: A Users Guide -- Jerome T. Barrett

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. Author: Jerome T. Barrett Publisher: Trafford Publishing Published: 07/25/2006 Pages: 138 Binding Type: Paperback Weight: 0.43lbs Size: 9.00h x 6.00w x 0.30d ISBN: 9781412063180