Brown, Jennifer L
Alternative negotiation methods: emphasis on interest based bargaining
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Names:
Creator (cre): Brown, Jennifer L, Supporting host (sht): United Way of Peterborough and District, Supporting host (sht): Peterborough and District Labour Council, Other (oth): Trent University Business Administration, Issuing body (isb): Trent Centre for Community-Based Education
Abstract:
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.
2003