This class exists in these courses :
• IÉSEG > MSc in International Business Negotiation (MNG) > Semestre 2 > 2,00 ECTS

Prerequisites

As many negotiation courses as possible

Learning outcomes

Understand how negotiation plays out in individual and collective employment relations
Understand the role of unions, personnel representation instances and employment law / regulation.
Acquire competences in workplace conflict resolution and identify room for cooperation.
Analyze, discuss and present real cases of organizational negotiations and conflicts.

Course description

The application course focuses on how workers and managers negotiate employment relations at collective and individual level, both when creating relations (e.g. through recruitment) and when dealing with conflict.
Real cases will be analyzed and discussed. This course blends simulations with theoretical explanation and students will learn through participation and reflection.
Main topics of the course:
- Negotiating one's recruitment ;
- Dealing with individual conflict at work ;
- Collective agreements / social dialogue ;
- Negotiating with union representatives ;
- The role of the law and the history of collective bargaining (international comparisons)

Class type

Class structure

Teaching methods

• Case study
• Interactive class
• Presentation
• Project work

Assessment

Part of the grade will be based on participation and engagement in class.
In groups of 3 or 4, students will be responsible for a session of the course.
In groups of 4, students will present a comparative case study of employment relations in different countries.

Recommended reading

• I-deals: Idiosyncratic deals employees bargain for themselves. D.M. Rousseau. Ed. M.E. Sharpe -

• Getting disputes resolved. W.L. Ury, J.M. Brett, and S. B. Goldberg. Ed. Jossey-Bass Publisher -

• Elgoibar, P., Euwema, M., & Munduate, L. (2016). Building trust and constructive conflict management in organizations. The Netherlands: Springer International. ISBN 978-3-319-31473-0 -