Interest-Based Bargaining

<p><b>Interest-Based Bargaining: A User's Guide</b> 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.<P>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.<p><br clear=all><A NAME=goto2></A><HR ALIGN=LEFT>