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Table Of Contents

INTRODUCTION
FROM ADVERSARIAL BARGAINING TO PARTNERSHIP
INTEREST-BASED BARGAINING
DEFINING KEY INTEREST-BASED BARGAINING TERMS
THE INTEREST-BASED BARGAINING SEQUENCE
TOOLS, TECHNIQUES AND PROCESSES
U.S. EXPERIENCE WITH IBB
CONCLUSION
REFERENCES
P. 1
Interest-Based Bargaining

Interest-Based Bargaining

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Published by Trafford
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.
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.

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Publish date: Jul 25, 2006
Added to Scribd: Apr 22, 2011
Copyright:Traditional Copyright: All rights reservedISBN:9781412237802
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