This project explores methods of negotiation. It begins with a description of the pros and cons of traditional bargaining, stressing that the drive to win in such a process tends to lead to aggression. The author goes on to describe several alternative methods of negotiation, focusing on Interest-Based Bargaining, a method of negotiation that encourages open discussion and mutual co-operation based on the development of trust between the negotiation partners.
Item Description
Traditional bargaining -- Alternative based negotiations -- Positions and interests -- How all the units in a collective agreement come together -- Interested based negotiation -- Trust is key -- Four areas of development in IBB -- The first step: "Issues" -- The second step: "Interests" -- Debono's six hats -- The third step: "Brainstorming" -- The fourth stage: "Solution" -- The disadvantages of IBB -- Impressions -- My own opinion regarding IBB and traditional bargaining -- Bibliography.
by Jennifer L. Brown. --
Includes: final research report; bibliography.
Completed for: United Way and the Peterborough District Labour Council; Professor Ted Crabtree, Trent University; Trent-Centre for community-based education.
Includes bibliographic references (p. 31).
ADMN 483H, Business Administration, Community-based research project.