Managerial Negotiation and Collective Bargaining

Catalog description

This course explores the nature, scope and legal background of collective bargaining in the U.S. Labor-Management sector, covering organization of the parties for bargaining, procedures, strategies, tactics, and issues. Analysis of contents of labor agreements and contextual factors (e.g., bargaining power, time pressure) are also considered. A variety of managerial negotiation scenarios (e.g., buyer-seller relationships) are used to illustrate negotiation concepts and to give students a chance to develop negotiation skills. Prerequisite: MGT 308 or MGT 385 or concurrent enrollment. Offered Occasionally.