Collective Bargaining and Negotiation Skills

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Course TypeCourse CodeNo. Of Credits
Foundation ElectiveSBP2MB7252

Semester and Year Offered: 4th Semester; 2nd Year

Course Coordinator and Team:

Email of course coordinator:

Pre-requisites: Human Resource Management

Aim/objectives: This course discusses the concept of collective bargaining and the role and importance of negotiation in the management of Industrial Relations. It deals with different steps and skills which help to engage effectively in conflicting scenarios to achieve organisational goals within a multi-stakeholder context. This course orients participants with conceptual models and approaches to understand the dynamics of negotiation and the process of collective bargaining. It will familiarise them with the processes and skills to deal with conflicting situations towards developing collaborative labour management relations..

Course Outcomes:

  1. To understand the discipline of collective bargaining
  2. Apply the process of collective bargaining in a given situation
  3. Appreciate the role of all parties involved in negotiation and their implications for the manager
  4. Adhere to the appropriate law in the day to day functioning of the organization

Brief description of modules/ Main modules:

Unit 1: Collective Bargaining: Concepts

Principle of collective bargaining; Understanding of conflict; Competition and cooperation

Unit 2: Negotiation: Meaning and Types

Essence of negotiation; Distributive negotiation; Integrative negotiation

Unit 3: Negotiation Styles and Strategies

Pre-negotiation planning; Formulating negotiation strategy; Implementing negotiation strategy

Unit 4: Power and Influence in Negotiation

Communicating power and influence; Mediation in negotiation: third party

Unit 5: Negotiation and Collective Bargaining

Types of bargaining; Negotiating with trade unions; Achieving settlements; Ethics in negotiation; Negotiating across cultures

Assessment Details with weights:


Nature of Assessment


Case study analysis


Mid Term Assessment


End Term Assessment



Reading List:

  • Jacobs, D. C. (1994). Collective Bargaining as an Instrument of Social Change.Westport, CT: Quorum Books
  • Lewicki, R., Saunders, D. and Barry, B. (2009). Negotiations (5th Edition), TataMcgraw Hill
  • Shell, G. R. (2006).Bargaining for Advantage: Negotiation Strategies for Reasonable People. Penguin Books


  • Additional Cases and Readings / Articles are provided to the participants in form of a course manual as the commencement of the session.