Trade Unions and Collective BargainingA New Perspective

1.

OBJECTIVES

To understand and analyse the objectives, functions and

history
of trade unions in India and their impact on managementtrade
union relations

To understand the philosophy, policy, programme,

practices and
process (5 Ps) of Union-Management Negotiations for
productivity gains

To cultivate and practise negotiations founded on the

philosophy
of Trust, Enduring Relationship, Competitive Co-operation
and
Mutuality of interest

To integrate theories of collective bargaining with real-life

situations.

To evaluate and utilise appropriate strategies and tactics in

such negotiations

To develop, sharpen and put to use Union-Management

Negotiation competencies

2.0 METHODOLOGY
Talks
Role Play
Cases and Exercises (Individual and Group)
Assignments
Quizzes
Experience sharing
1

3.0

EVALUATION
Basket of assignments
55 marks
> Quizzes
> Assignments
> *Live Project/ Guided self-study
> *Viva
Tutorial
15 marks
Term-end examination
30 marks
Total
100 marks
* NB. Minimum pass marks for Live Project and Viva are 50%.
4.0

COURSE CONTOURS

Se
ssi
on

PreSession
Reading

Classroom Session

Assignmen
ts/
Exercises

Learning Outcome

1-2

A Chapter
10

History of
management-union
negotiations (MUN)
Five phases of the
history of trade
unions
Lessons from the
history for
conducting
management-union
negotiations

Prepare for
Group
presentati
on on :A History,
objectives,
structure,
strength
and
strategy of
national
trade
unions
B History

To understand and
analyse the
objectives, functions
and history of
trade unions in India
and their impact on
MUN

3-4

D Chapter
14, 15

5-6

A. Chapter
1&2

7-8

A. Chapter
7

Objectives, scope,
activities and
strength of the
D Chapter
national trade
unions
16
Characteristics of
C Chapter
Indian trade unions
4
Trade unions and
management-union
negotiations
Meaning,
characteristics and
need for MUN
Progress of MUN
from Avoidance of
renegotiations to
partnership-Diagram
Contract zone
diagram-application
in MUN
Types of MUN
Types of MUN
based on strategy,
thrust and
structure
Collective
bargaining by
objective
Distributive and
Integrative
Bargaining
Productivity
bargaining and
Concessionary

and lessons
of MUN
As above

As above.

As above
Exercise
on
Contract
zone
diagram

To learn the
importance of
characteristics to
understand the
mindset and
approaches of trade
unions to MUN.
To imbibe the
importance of
Contract zone
diagram in planning
negotiation strategy.

Self-test
on CBO.

To learn types of
MUN practices
To understand when
to apply them and
how
To underscore the
need for Collective
Bargaining by
Objective as a
systematic approach
to MUN

bargaining

910

A. Chapter
6
C.
Chapter 4

1112

Scope of MUN
Theory of
Managerial Rights
Managerial reasons
for negotiating or
not negotiating
what prudent
management does
Workers
participation in
management
Co- determinationExperience of
Germany

Process of MUN-Theoretical
framework
5 Ps of MUN
Exchange model

Study
managem
ent of
workers
participati
on bill,
1990

To understand the
factors which decide
scope of MUN
To learn the
meaning, objectives,
essentials and levels
of workers
participation in
management (WPM)
To learn the system
of co-determination
in Germany
Why management
and trade unions are
opposed to Board
level participation?

Exercise
on
Exchange
Model \ 7

To understand the
philosophy, policy,
programme,
practices and
process (5 Ps)
of UnionManagement
Negotiations for
productivity gains
Introduction to the
new philosophy and
4

strategy of MUN

1314

A. Chapter
4

Process of MUN
Tools
Strategies
Tactics
Communication
skills for MUN
Dos and Donts

15
Role Play on MUN

1617

Process of MUN in
practice
Preparation
laundry list,
information
collection,
bargaining team,
bargaining agenda,
etc.

Presentati
on by
groups on
the trade
unions and
history of
MUN

Preparatio
n for Role
Play
Case
incident 2Thanks for
nothing
Review the
strategies
and tactics
of MUN

To Understand and
imbibe the various
concession
strategies and learn
how to use them and
when
To learn the role
played by verbal and
non-verbal
communication in
MUN.
To understand the
MUN process
To practise how to
conduct MUN
effectively based on
the proper
preparation and
choice of strategies
and tactics.
To integrate theories
of collective
bargaining with reallife situations
To evaluate and
utilise appropriate
strategies and
tactics in such
situations
To develop, sharpen
and put to use MUN
5

 Opening the
negotiations
posturing,
emotional issues
Conducting the
negotiations
strategies and
tactics, dos and
donts
Concluding the
negotiations
Framing,
documenting and
signing the
agreement
Structure of
agreement
Interpretation and
Implementation of
the agreement

1820

A new strategy for

productivitydirected
negotiations
productivitydirected
negotiations
embedded in the
new strategy

competencies.
To learn how to write
an agreement
between
management and
trade unions
structure, content,
escape clause, etc.

Review the To cultivate and

new
practise negotiations
philosophy
founded on the
and
philosophy of Trust,
strategy of
Enduring
MUN
Relationship,
CaseCompetitive Cooperation and
Burnpur
Mutuality interest
Agreement

Case: Burnpur
Agreement
RECOMMENDED READING

Collective Bargaining Perspectives and Practices B R Patil

B
Collective Bargaining & Labour Relations Michael
Carrel &
Christina Heavrin
C
Strategic Prospects for HRM Tyson
D

Shaun

Labour welfare trade union & industrial relations Punekar,

Deodhar and Sankaran

E
F

Industrial relations in India

Charles Myers

Behavioral Theory of Labour Relations R E Walton & R B

Mckersie

Goals and Strategy in Collective Bargaining F H Harbison

*****