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portada Interest-Based Bargaining: A Users Guide
Type
Physical Book
Author
With
Publisher
Language
English
Pages
138
Format
Paperback
Dimensions
22.9x15.2x0.8 cm
Weight
0.20 kg.
ISBN13
9781412063180
Categories

Interest-Based Bargaining: A Users Guide

Jerome T. Barrett (Author) · John O'Dowd (With) · Trafford Publishing · Paperback

Interest-Based Bargaining: A Users Guide - Barrett, Jerome T. ; O'Dowd, John

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Synopsis "Interest-Based Bargaining: A Users Guide"

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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