COURSE NUMBER: MBA252.1B

COURSE TITLE: Negotiations and Conflict Resolution (2-unit version)

UNITS OF CREDIT: 2

INSTRUCTOR: Don Moore

CLASS WEB PAGE LOCATION: https://bspace.berkeley.edu/portal

MEETING DAY(S)/TIME: Tuesday and Thursday, 2:00 – 4:00PM during Fall B (10/11 – 11/29)

PREREQUISITE(S): None.

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

REQUIRED READINGS: 1 text and a course reader

BASIS FOR FINAL GRADE:

• Preparation for class: 25%

• Analyses of in-class negotiations: 25%

• Class contribution: 10%

• Applied negotiation analysis paper: 40%

ABSTRACT OF COURSE'S CONTENT AND OBJECTIVES: Negotiation is the art and science of securing agreements between two or more interdependent parties. The central issues of this course deal with understanding how individuals, groups, and organizations behave in potentially competitive situations. The following is a list of partial objectives: experience the negotiation process, improve your ability to negotiate effectively, improve your ability to analyze negotiation situations, develop a strategic plan for effective negotiation, gain an intellectual understanding of negotiator behavior, and gain confidence as a negotiator. This course is designed to complement the technical and diagnostic skills learned in other courses in the MBA curriculum. A basic premise of the course is that while a manager needs analytical skills to develop optimal solutions to problems, a broad array of negotiation skills is needed in order for these solutions to be accepted and implemented.

BIOGRAPHICAL SKETCH: Don A. Moore is the Barbara and Gerson Bakar Faculty Fellow in Management of Organizations at the Haas School of Business at the University of California at Berkeley. Prior to Haas, he served on the faculty at Carnegie Mellon University’s Tepper School of Business. He received his Ph.D. in Organization Behavior from Northwestern University. His research has been funded by the National Science Foundation and the Intelligence Advanced Research Projects Activity. His work has appeared in popular press outlets and academic journals, from Harvard Business Review to Psychological Review. He is the author or editor of three books.