FULLY SOLVED BOOK LASY 5 YEARS PAPERS SOLVED PLUS GUESS

Business Negotiations and Employee Relations


UNIT-I
Negotiation Fundamentals: Nature of negotiations and conflicts; distributive and integrative negotiation;
negotiation strategy and Planning: Unilateral vs. Bilateral Strategies, negotiation process, negotiation contexts:
relationships in negotiations; forms of relationships.
UNIT-II
Individual differences: Personality and negotiations, Individual Differences: gender and negotiations, negotiation
across cultures: International and cross cultural negotiations, resolving differences: Managing negotiation
impasses, resolving impasses; Ethics in negotiation.
UNIT-III
Employee Relation Management: Meaning, Scope, Objectives and Factors of Employee Relation Management,
Difference between Industrial relation and Employee relation; Paradigm Shift from Industrial Relations to
Employee Relations: The Employee-Employer relations. Employee Relations in a strategic Framework,
Employee Relations at the Workplace: Principles, Structures, Functions, Policies and Process, The Future of
Employee Relations.
UNIT-IV
Employee Remuneration and Rewards: Terminology about Remuneration; Basic wages and salary
Administration; Need, Principles; Elements for a sound Wage and Salary administration; Factors affecting wage
and Salary Levels, Salary Differentials: Functions, Factors of Salary Differentials. Models of Remuneration: Hay
Model of Total Rewards, Towards Perrin Model of Total Rewards. Types of Rewards: Intrinsic and Extrinsic
Rewards, Financial and Non- Financial Rewards, Performance Based Vs. Membership Based Rewards. Role of
Rewards System.