Please note that this description was
taken from Fall 2011. New information will be posted when available.
COURSE NUMBER: EWMBA 252-11
COURSE TITLE: Negotiations
UNITS OF CREDIT: 3 units
INSTRUCTOR: Timothy M. Dayonot
E-MAIL ADDRESS: dayonot@has.berkeley.edu
MEETING DAY/TIME: Saturdays 1:00PM to 4:00PM
PREREQUISITE(S): EWMBA Core Curriculum
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.
ABSTRACT OF COURSE'S CONTENT AND
OBJECTIVES:
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.
BIOGRAPHICAL SKETCH
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.