COURSE NUMBER: EWMBA 252-11

COURSE TITLE: Negotiations

UNITS OF CREDIT: 3 units

INSTRUCTOR: Timothy M. Dayonot

E-MAIL ADDRESS: dayonot@haas.berkeley.edu

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

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, joint negotiation exercise (mid-term) and a written take home 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/team negotiations; culture and gender; communications and perception; mediation and other alternative dispute resolution systems; the role of agents; working with lawyers; internal negotiations; the role of personality; hard bargainers; email negotiations and salary negotiations.

BIOGRAPHICAL SKETCH: Timothy Dayonot

U.C. Berkeley Faculty. He teaches negotiations at U.C Berkeley’s Haas School of Business (MBA Program) and negotiations and legislative advocacy at U.C. Berkeley’s Goldman School of Public Policy. He also has taught negotiations at U.C Berkeley’s Boalt Hall School of Law.

Stanford University. He co-taught a continuing education (MCLE) negotiation workshop at Stanford Law School with the former associate director of the Stanford Center on Conflict & Negotiation and served as a teaching consultant to Stanford Law School’s Gould Center on Dispute Resolution. Further, at Stanford Law school, he guest-lectured in Stanford Law Schools advanced negotiation class and provided a negotiations workshop for Stanford Medical School’s Women in Medicine Program. He currently teaches a negotiation workshop for the Stanford’s Continuing Studies Program.

Professional Experience. He worked as the Government & Public Affairs Manager for the S. F. Public Utilities Commission, where his duties included serving as their negotiation advisor and negotiations advisor to the S.F. Mayor’s Office. As a Government & Community Relations Representative for U.C. San Francisco, he managed and mediated campus conflicts with local communities. Further, he has served as a contract consultant for CMI (Conflict Management, Inc.) a negotiation consulting firm founded by the late Harvard Professor Roger Fisher, the co-author of the best selling negotiations book “Getting to Yes”.

Served Three California Governors. He served as an aide to former California Governor Jerry Brown where his job included negotiating on behalf of the Brown Administration. Later he was appointed by Governor Gray Davis as the Director of the California Department of Community Services and Development, a position he also served in for nearly two years under Governor Schwarzenegger. In this position, aside from managing the department, he conducted negotiation trainings for state departments and successfully used mediation to resolve complex multi-million dollar public policy and legal disputes.

Public Service. He served a four-year term on the California State Board of Accountancy and led a bargaining team that negotiated a labor contract for the Office & Professional Employees International Union, Local 3, AFL-CIO. An experienced mediator, he served a three-year term on the State Bar of California’s Alternative Dispute Resolution Committee. He also served as the Chair of the Contra Costa Human Relations Commission.

Dayonot Associates. After leaving his position with the state, he formed his own negotiation training and consulting firm. His clients have included Expedia, Hotwire, Sybase, Amgen, U.C. San Francisco Medical School, Northrop Grumman, The Office of the Attorney General of Texas, National Public Radio, Western Bankers Association, S.F. International Airport, Paragon Real Estate, Chase International and The Grubb Company. His private negotiations trainings have been approved by the State Bar of California for continuing legal education credits.

Education. He holds a Master in Public Administration 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 negotiations training from the Program on Negotiations at Harvard Law School, the Program on Instruction for Lawyers at Harvard Law School and the Public Disputes Program at MIT.