Aims

a) To be able to identify the psycho sociological mechanisms at work in all collective and
individual negotiations 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.

Content and teaching methods

This 'Bargaining theory and practice' course aims to teach students the main psycho
Sociological landmarks in a study of bargaining, whether these negotiations are intra organisational (i.e. individual or collective) or industrial (i.e. at the level of concertation or a dispute).
The course concentrates on intensive situational exercises (i.e. simulations) that are
carried out in small groups, and analysed under the guidance of the Professor.
An initial exposition will introduce the students to the theoretical framework, and a
reading portfolio will prepare analyses, and extend them through students' own personal summaries.
Methodology
a) Situationalising and bargaining exercises (simulations) plus analysis, guided and
supervised by the Professor.
b) Reading and expositions providing theoretical structuring. Students' understanding will
be monitored by written work containing reflection and personal synthesis based on personal
experience and analyses completed during sessions that form part of the seminar.

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

Students' understanding will be monitored through written work based on personal experience and analyses carried out in sessions, through expositions and through reading from the
proposed list.
Given the 'experiential' nature of the course, students' attendance is compulsory.
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 given in the evening and/or on Saturdays.

Other credits in programs