SEMESTER: Summer 2019

COURSE NUMBER: EWMBA 252-1

COURSE TITLE: Negotiations and Conflict Resolution

UNITS OF CREDIT: 2 Units

INSTRUCTOR: Holly Schroth, Ph.D.

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

CLASS WEB PAGE LOCATION (HTTP URL): bCourses

MEETING DAY(S)/TIME: Mon 6/10 - Fri 6/14 (9AM-4PM) 

PREREQUISITE(S):  EWMBA 205 Leading People

CLASS FORMAT: The class is comprised of negotiation exercises (typically two per class), discussion and lectures.

REQUIRED READINGS: The course will have a course reader and negotiation exercises.

BASIS FOR FINAL GRADE: The final grade will be based on class participation which includes pre negotiation preparation questions, post negotiation assessment questions, post negotiation peer feedback and class discussion contribution), a self-analysis paper and an applied negotiation experience analysis paper.

CAREER FIELD: A set of professional skills (negotiation, influence, and communication) good for all fields and your personal relationships.

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, 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), 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 and Distinguished Teaching Fellow at the Haas School of Business, University of California, Berkeley.

She teaches Negotiations and Conflict Resolution and Organizational Behavior in the MBA, Undergraduate and Executive Education programs.  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 as well as one of the top 40 undergraduate business professors by Poets and Quants. 

In addition to teaching, she is a trainer, consultant and key note speaker on negotiation and leadership issues to a variety of organizations in the United States and abroad including: 

• Technology and Communication:  Adobe, Adroll Group, AMD, Apple,  Applied Materials, Avaya, Cadence, Cisco, Crowdstrike, DCG systems, Dropbox, Expedia, Google, Hotwire Travel Ticker, Harness, Hewlett-Packard, IBM, IDEO, Indiegogo, Intel, Kabam, Lam Research,  Lantronix, Lyft, NetApp, Netskope, Norton-Symantec, Nuance Communications, Oclaro, Optimizely, Paypal, Proofpoint, Relate IQ, Quantcast, Riot Games, Samsung, Salesforce, SanDisk, Solon, Sybase, T-Mobile, Twilio, YouTube, Vimpelcom, Wikimedia, Workday, Xerox, Yelp
• Pharmaceutical and Life Sciences: Bio-Rad, Genentech, Gilead, Novartis, Roche, Lawrence Berkeley National Lab
• Financial Services and Consulting: Charles Schwab, Deloitte, Ernst and Young, First Bank, Franklin Templeton, HSBC,  J.P. Morgan, Mastercard, Navigant Consulting, Propeller, Silicon Valley Bank, Rothstein Kass, USAA, Zs Associates
• Retail and Consumer:  Bay Area News Group, Bouquet Collection, Clorox, Duckhorn Wineries, Ebay, Fitness Anywhere, GoPro, Hallmark, Headsets.com, Meek Lumber, Global Wine Partners, Great Lakes Cheese, SF Giants, Staples, Taylor Farms, Turrntine Brokerage, Universal Studios, Vionic, Walmart,
• Healthcare: Age1, Access Closure, HealthNet, Kaiser Permanente, McKesson, ThermoFisher, Vocera
• Engineering, Construction and Real Estate:  Ash Grove, CBRE, ESSROC, Glenborough Corp., Jacobs Associates, Madison Marquette, Pulte Homes, RNM Properties, Swinerton Inc.
• Education: Apollo Group, de Young Museum, Draper University, KIPP, The Thiel Foundation, Pearson Publishing
• Aerospace, Energy  and Shipping:  CAI Chevron, Lockheed-Martin, Matson, Maersk, PG & E, Statoil
• Law: Law Offices of Crosby, Heafey, Roach and May, Sidley, Austin, Brown and Wood LLP,
• Government, Public Services and Non-Profit Agencies: City of San Ramon, City of Walnut Creek, EBMUD, Engineering Leadership Professional Program (UC Berkeley), Fung Institute, Getty Conservation, Los Alamos National Lab, San Mateo County, Santa Clara Valley Water District, Save the Children, The Nature Conservancy, State Board of Equalization, U.C. Berkeley Office of the President, USO

She has published several articles on negotiation and procedural justice in leading journals and is one of the leading authors of negotiation exercise materials which are used worldwide by educators and trainers. She is Director of Negotiation and Team Resources, a non-profit that supports the development and distribution of resources to facilitate teaching negotiation, conflict management, and teamwork.
She received a MA in psychology and a Ph.D. in social psychology from the University of California, Santa Barbara.  She has also taught at Santa Clara University, Saint Mary’s College of California, and Kellogg Graduate School of Management, Northwestern University. Prior to pursuing her Ph.D., she worked in a variety of functional areas in both small and large business organizations as well as in the non-profit sector.