Connective Bargaining

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.

Discusses the conditions under which interest-based bargaining will be successful. Presents a case study of this bargaining approach adopted at a gold mine in a small town in Northern Ontario.

Explores three approaches to negotiations: the competitive, the collaborative and the contextual approach. Presents a case study of interest-based negotiations involving Bell Canada and the Communications, Energy and Paper Workers' Union to show how the negotiation approach changes according to context.

Shifting Terrain places contemporary political, economic, and social questions in long-range historical context. An essay on the new American imperialism is set against one that considers enduring lessons from Thucydides on the hubris of empire. The deep Lockean liberal structure of American politics is treated, along with a case history of the labor movement. Essays on child labor, hunger and poverty explore topics in world political economy as it affects the most dispossessed.

The vision of the original arhitects of the European Community was to create a Europe of economic prosperity and social harmony. Economic integration has come ever closer, but sustained growth and a reduction in social disparities seen as far away as ever. This book examines the prospects for the real cohesion in Europe and find that, far from promroting it, many of the Community's current policies are divisive. The neo-liberal philosophy at the moment is producing policies which favour relatively wealthy regions and major corporations at the expense of less favoured regions and peoples.

This roadmap helps negotiators on both sides apply the principles of alternate dispute resolution to the process of collective bargaining and offers a truly breakthrough method of solving problems between unions and management. Includes a list of key success factors that are essential to creating labor/management peace, an exploration of the sensitive topic of trust and mistrust, and a new vision for union/management relations that focuses on continous negotiation and ongoing dialogue. 4/96.