UCL - Bargaining theory and practice

[TRAV2640]

[25h] 5 credits

This course is taught in the 1st semester.

Teacher(s): Pascal De Sutter, Stéphanie Demoulin

Language: French

Level: Second

Aims
Main themes
Other information (prerequisite, evaluation (assessment methods), course materials recommended readings, ...)

Aims

a) To be able to identify the psycho-sociological mechanisms at work in all collective and individual negotia-tions within organisations.
b) To understand what influences negotiators' behaviour and bargaining outcomes.
c) To be able to analyse one's own practice in bargaining situations.

Main themes

The aim of this course is to carry out a study from a psycho-sociological viewpoint of industrial bargaining as it is occurs in collective labour relations and industrial disputes, and in negotiations over individual situations within organisations. It will look at such issues as disputes, communications, power, strategy and decision-making, mechanisms involving influence, argumentation and inter-group relations

Other information (prerequisite, evaluation (assessment methods), course materials recommended readings, ...)

The seminar will include work in small groups and in plenary sessions. There will be a special timetable of at least three sessions each lasting four hours.
This course forms part of a study programme that takes place in the evenings and on Saturday mornings.