COURSE NUMBER: EWMBA 252.11
COURSE TITLE: Negotiations
UNITS OF CREDIT: 3 units
INSTRUCTOR: Timothy M. Dayonot
E-MAIL ADDRESS: dayonot@haas.berkeley.edu
PREREQUISITE(S): EWMBA 205 Leading People
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.
Getting to Yes, Fisher 2011
Bargaining for Advantage, Shell 2006
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/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 holds an MPA from Harvard University, Kennedy School of Government, and a Juris Doctor from the University of San Francisco School of Law.
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 has also taught negotiations at U.C Berkeley’s Boalt Hall School of Law and served as the Haas faculty sponsor for the Haas-Boalt Negotiation Competition.
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 their advanced negotiation class and provided a negotiations workshop for Stanford Medical School’s Women in Medicine Program. He also teaches negotiation workshops for Stanford Continuing Studies.
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. He was later appointed by Governor Gray Davis as the Director of the California Department of Community Services and Development, a position he also served 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 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 is a former member of 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. Aside from teaching at U.C. Berkeley, he runs a negotiation training/consulting firm. His clients have included Expedia, Hotwire, Sybase, Amgen, U.C. San Francisco Medical School, Stanford Medical School, Paragon Real Estate Group, 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.