This course is primarily about the use of negotiations in a business setting but with particular emphasis on its use for solving problems arising in the context of worker-management relations.
It begins by looking at some key topics in Industrial or Employment Relations. It then turns to consider the subject of negotiation, examining the two commonly accepted negotiating paradigms, “distributive bargaining” and “integrative bargaining”. Roughly half of the time available for the second part of this course is spent in practical engagement (simulation exercise, de-briefing sessions and student presentations). The other half is spent in “interactive discussions”, under the guidance of the lecturer (Lead Learner).
While all of the usual investment has been made by the Lead Learner in developing this course, students (Learning Associates) are expected to read extensively and otherwise engage in efforts to advance their own development.