UNITED ST/TES DEPARTMENT CF AGRICULTURE 

 FARMER COOPERATIVE SERVICE 

 WASHINGTON 25, D.C. 



Joseph G. Knapp, Acting Administrator 

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CONTENTS 



Page 

 Foreward 



Summary and Conclusions...... ........ iii 



Need for Bargaining Associations , . ,....,, . 1 



How Price is Determined .................. 2 



/: ltern' tivo Actions of Producers ...,» ...... 4. 



Theory of Ba rgaining ..«..'•••„ ». * « .»••*«•• . » .,«»...<> Q 4 



The Bargaining / ssociation , .,»....., . . „ . . » „ . . . . . . • . . k 



Influencing Prices Through Bargaining tt8u „ c . „ 5 



Some Theoretical Examples . . . ........ . . . . . . 7 



Bargaining and Administrative Pricing ......... c , , 13 



Cooperative Vegetable Processing. ............ «, 15 



lecnru.cju^s ox tja.j. gc j. niLng ««.«.««.« 3 «...«A..i;«ooQ«oft«.e«»o*co...e9»3.* -t-P 



Preparing for Negotiations. ....a., O00 ....... o *. 6 . »• a. ...*»• 15 



Information Needed. . . . « » „ 16 



Organization of Material. „ .«.. 17 



Actual Negotiations ..,,„. * ..,*••».. , IS 



Meeting Objections t. .......... . e *«. «•<•».«. 18 



Developing Effective Bargaining Machinery, 19 



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The Farmer Cooperative Service conducts research studies and 

 service activities relating to problems of management, organization, 

 financing, processing, merchandising, sales, costs, and membership 

 arising in connection with the cooperative marketing of agricultural 

 products and the cooperative purchase of farm supplies and service. 

 It publishes the results of research studies, presents recommendations 

 to management in the course of service activities, and cooperates with 

 all agencies and individuals interested in disseminating information 

 relating to cooperative principles and practices. 



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