COURSE NUMBER: EWMBA 252-1
COURSE TITLE: Negotiations
UNITS OF CREDIT: 3 units
INSTRUCTOR: Holly Schroth, Ph.D.
E-MAIL ADDRESS: schroth@haas.berkeley.edu
MEETING DAY/TIME: Tuesdays, 6:00PM-9:30PM
PREREQUISITE(S): None.
CLASS FORMAT: The class is comprised of lectures,
discussion, negotiation exercises (typically one per class) and videos.
REQUIRED READINGS: The course will have a course reader, book
"Getting Past NO" and negotiation exercises.
BASIS FOR FINAL GRADE: The final grade will be based on class
participation (which also includes pre-negotiation preparation and
post-negotiation feedback), a self-analysis paper, an applied negotiation
experience analysis, a negotiated case analysis, and a final exam.
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 with different types of people in a multitude
of situations. The course focuses on the practical application of different
negotiation strategies and tactics as well as the social psychological
principles and theory that help explain why certain tactics are more effective
under some circumstances than others. Through instructor and peer feedback,
students should achieve greater insights into their negotiation strengths which
in turn should greatly increase their ability and confidence to negotiate with
anyone, anywhere.
This course is designed to be relevant to the broad spectrum of
negotiation problems that are faced by managers and professionals. A basic
premise of this course is that while a manager needs analytical skills to
discover optimal solutions to problems, a broad array of negotiation skills is
needed to get these solutions accepted and implemented. This course will allow
participants the opportunity to develop these skills experientially and to
understand negotiation in useful analytical frameworks. As such, considerable emphasis will be
placed on in-class negotiation exercises.
Negotiation topics include: claiming and creating value (also
known as distributive and integrative negotiations), preparation strategies,
negotiating with differential power, utilizing influence tactics, managing coalitions,
engaging in shadow negotiations (negotiations that occur behind the scenes in
companies), team based negotiations, multiparty cross-functional team
negotiations, cross cultural negotiations, salary and compensation
negotiations, agency issues in negotiation (using an agent and being an agent),
managers as mediators, ethical issues in negotiations, as well process skills
such as effective communication techniques (verbal and non-verbal) and managing
perceptions.
BIOGRAPHICAL SKETCH
Holly Schroth is a Senior Lecturer at the Haas School of Business, University
of California, Berkeley, and an Adjunct Associate Professor in the MBA program
at Santa Clara University. Prior to joining the faculty at the Haas School of
Business in 1992, she was a visiting scholar at the Kellogg Graduate School of
Management, Northwestern University. She received a MA in psychology and a
Ph.D. in social psychology from the University of California, Santa Barbara.
She teaches Negotiations and Conflict Resolution and
Organizational Behavior to both MBAs and Undergraduates. She has won several
awards from MBA and Undergraduate students for teaching excellence and was
voted "favorite professor" by a BusinessWeekonline poll of undergraduates across the
United States.Kp> In
addition to teaching, she is a trainer, consultant and key note speaker on
negotiation and leadership issues to variety of organizations in the United
States and abroad including: Google, YouTube, Intel, AMD, Kaiser Permanente,
T-Mobile, HealthNet, IBM, Ebay, The GAP, Lockheed-Martin,
Charles Schwab, J.P. Morgan, Roche, Genentech, Universal Studios, SanDisk, Erste Bank, TRW Credit Service, Xerox,
Applied Materials, Clorox, Sabrix, Chevron, The Mercury
News, Genentech, KIPP, Altera Corp., Lantronix,
Lam Research, Pulte Homes, Swinerton Inc., Conceptus,
Statoil, Cutera, RNM Properties, Deloitte Consulting, Meek
Lumber, Jacobs Associates, Staples, Telus, Hotwire Travel Ticker, Law
Offices of Crosby, Heafey, Roach and May, Council of
Law Librarians, Murphy Companies, Glenborough Corporation, Silicon Graphics,
CIO Institute, IMS (Institute of Management Studies), AEA (American Electronics
Association), Women in Business Society, WineRepublic.com, Berkeley Lab,
Cruelworld.com, Careercentral.com, Walmart.com, Zhanra.com , Fehrs and Peers, Women's Wealth Network,
Sidley, Austin, Brown & Wood LLP, ATSSW, Mexico's Federal Electricity
Commission, SNP Communications, Partners in Business Systems, Bay Area News
Group, City of San Mateo, City of San Francisco, Franklin Templeton, Commercial
Real Estate Women (CREW), American Bar Association (Real Property), National
Association of State Budget Officers (NASBO) and other government entities.
She has published several articles on negotiation and procedural
justice in leading journals and has created several negotiation exercises in
collaboration with the Dispute Resolution Research Center at the Kellogg
Graduate School of Management. She is one of the leading authors of negotiation
exercise materials which are used worldwide by educators and trainers