Collective Bargaining and Negotiation Skills — DU B.Com (P) Previous Year Question Papers

1. Define Collective Bargaining. Explain its various theories with special reference to the Behavioural Theory of Labour Negotiation. (18) (b) How can collective bargaining be strengthened as a mode of settling conflicts in the organization? (9) 2. Which negotiation strategy, tactics and instruments do you flnd the most effective? Which of them do you use (or will you use) in practice and why? (18) Explain the levels of Collective Bargaining. Differentiate between different levels of collective Bargaining with examples. (18) 3. Explaili the PRAM Model of negotiation and its application in collective bargaining. ( 18) (a) (b) What is coalition and fractional bargaining? Discuss their significance in modem organisations. (9) What functions exist in negotiation teams? What are the advantages and risks of team negotiations? (9) 4. Explain the various approaches and phases involved in collective bargaining. How do the preparatory, negotiation, and post-negotiation phases differ in their objectives and activities? (18) Discuss the subject matter of collective bargaining. What issues are typically included within and excluded from the scope of collective bargaining agreement in India? (18) 5. (a) Explain the opening and closing stages of the negotiation process. Can a social interaction look like negotiation by form but be another kind of social interaction by substance? (9) (b) What does negotiating an integrative agreement involve? Describe the conditions that must exist for integrative bargaining to succeed and the techniques negotiators use. to create mutual gains. (9) What is the significance of Charter of Demands in collective bargaining? Discuss its preparation, submission and strategic role in the negotiation process.