Bargaining Theory: A Kaiser Permanente Case Study
Bargaining Theory: A Kaiser Permanente Case Study:Interest based bargaining is a structured approach to problem solving (Fischer and Ury, 1981) whereby parties develop common interest ground that is balanced in opinion and is on the basis of individual party interest as opposed to individual propositions.
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Interest based negotiations were most effective on issues that involved the parties sharing common concerns. The case study was a mixture of various bargaining strategies: interest based and traditional positional bargaining.
Cutcher-Gershenfeld, Joel & Thomas A. Kochan (2002) Taking Stock: Collective Bargaining at the turn of the century. MIT Sloan School of Management working paper.
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