COURSE TITLE: Negotiations


INSTRUCTOR: Timothy M. Dayonot


MEETING DAY/TIME: Saturdays 1:00PM to 4:00PM


CLASS FORMAT: A combination of lecture, group discussion, experiential learning exercises and simulated negotiations (role-plays). There will be joint exercises with Berkeley's Law School (Boalt Hall) and other universities.

REQUIRED READINGS: Textbooks, a course reader and background materials for a number of simulated negotiations.

BASIS FOR FINAL GRADE: A grade for class participation, pre-negotiation preparation analysis, post-negotiation reflections, a case analysis and a written final.

The objective of this course is to improve negotiation skills and to increase the ability to resolve conflicts in a multitude of situations. This course will examine the complex dynamics that occur before, during and after a negotiation and the theory behind various approaches.

Although a conceptual understanding of negotiations is important, the practical application of different negotiation strategies and tactics will be an important component of this course.

Role-plays, simulated negotiations, diagnostic self-assessments and other experiential exercises will be used. An effort will be made to schedule expert guest speakers who have practical "real life" negotiating experiences to provide insight into the theoretical materials discussed in class.

Negotiation topics to be addressed will include: claiming vs. creating value (also known as distributive and integrative bargaining); preparation strategies; the nature of power; psychological aspects of negotiation; multi-party/group negotiations; culture and gender; communications and perception; mediation and other alternative dispute resolution systems; working with lawyers; organizational change, email negotiations and salary negotiations.

Timothy Dayonot holds an MPA from Harvard University, Kennedy School of Government, and a Juris Doctor from the University of San Francisco School of Law. Aside from his negotiation studies at the Kennedy School, he received negotiation training from the Program on Negotiations at Harvard Law School and the Public Disputes Program at MIT.

Tim served as an aide to former California Governor Jerry Brown where his job included negotiating on behalf of the Brown Administration. As a Government & Community Relations Representative for the U.C. San Francisco, he managed campus conflicts with local communities. Tim co-taught a negotiation workshop at Stanford Law School with the former associate director of the Stanford Center on Conflict & Negotiation, taught negotiations at U.C. Berkeley's Boalt Hall School of Law and currently teaches negotiation at U.C Berkeley's Haas School of Business (MBA Program).

A former member of the California State Board of Accountancy, he lead a bargaining team that negotiated a labor contract for the Office & Professional Employees International Union, Local 3, AFL-CIO. He was recently appointed to a three-year term on the State Bar of California's Alternative Dispute Resolution Committee.

Tim recently served as the Gov't & Public Affairs Manager for the S.F. Public Utilities Commission, where his duties include serving as a negotiation advisor to the PUC and other city departments. He has worked as a contract consultant with CMI (Conflict Management, Inc.) a negotiation consulting firm founded by Harvard Professor Roger Fisher, the co-author of the best selling negotiations book "Getting to Yes". In 2000, Tim was appointed by Governor Gray Davis as the Director of the California Department of Community Services and Development.