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IESEG School of Management ( IÉSEG )

Code Cours :



Niveau Année de formation Période Langue d'enseignement 
Professeur(s) responsable(s)P.ELGOIBAR
Intervenant(s)Patricia ELGOIBAR

Pré requis

Personal interest in negotiation at organizational level and motivation.

Objectifs du cours

At the end of the course, the student should be able to :
Understand the negotiation strategies in employment relations at individual and collective levels.
Define the role of the social partners: management, trade unions, worker representatives and policy makers.
Be able to plan effectively negotiation processes in organizations, as a manager and a worker.
Acquire competences in workplace conflict resolution and identify room for cooperation.
Analyze, discuss and present real cases of organizational negotiations and conflicts.

Contenu du cours

The course focuses on how workers and managers face negotiations at collective and individual level. The behavior, preparation process, and strategies during the negotiation will be discussed. The course will also elaborate on how to create room for cooperation using learning by doing methodology. This will provide the students self-confidence when negotiating in the workplace.

During the course real cases will be analyzed and discussed together with the students. This course blends simulations with theoretical explanation and students will learn through participation and reflection.
Main topics of the course:

Workplace negotiation strategies
Individual negotiations (I-deals)
Collective negotiation (collective bargaining) and the actors
Conflict resolution in the workplace and social dialogue
Real cases and discussion

After this course, students will have a higher understanding of the negotiation processes in the workplace at the collective and individual level.

Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Face to face
Independent work
Independent study
Group Project20,00  
Charge de travail globale de l'étudiant50,00  

Méthodes pédagogiques

  • Presentation
  • E-learning
  • Research
  • Interactive class
  • Coaching
  • Tutorial


Students' evaluation includes: 50% based on their class performance (presence, punctuality, participation and preparedness) and 50% on a final report due at a later point in time (linking class concepts with a real-life situation, topic chosen by students with help from instructor).

Type de ContrôleDuréeNombrePondération
Continuous assessment
Oral presentation0,00110,00
Written Report0,00140,00
Case study0,00110,00
TOTAL     100,00


  • I-deals: Idiosyncratic deals employees bargain for themselves. D.M. Rousseau. Ed. M.E. Sharpe. -

  • Effective negotiation: From research to results. R. Fells. Ed. Cambridge University Press -

  • Getting disputes resolved. W.L. Ury, J.M. Brett, and S. B. Goldberg. Ed. Jossey-Bass Publisher. -

  • A behavioural theory of labour negotiations. R.E. Walton and R.B. McKersie. Ed. ILR Press -

Ressources internet

* Informations non contractuelles et pouvant être soumises à modification
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