COURSE NUMBER: MBA252.1
COURSE TITLE: Negotiations and Conflict Resolution
UNITS OF CREDIT: 2
INSTRUCTOR: Laura Kray
E-MAIL ADDRESS: kray@haas.berkeley.edu
MEETING DATES: This is a 10-week course meeting from 9/12-11/14
CLASS WEB PAGE LOCATION: bcourses
PREREQUISITE(S): None.
CLASS FORMAT: The class is comprised of lectures, discussion,
negotiation exercises (typically one per week), guest lecturers, and videos.
REQUIRED READINGS: 1 optional text and a course reader
BASIS FOR FINAL GRADE:
· Class participation: 1/3
· In class negotiation analysis papers: 1/3
· Applied negotiation analysis paper: 1/3
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.
CAREER FIELD: This course takes a broad view of
human behavior, making it appropriate for anyone who works with others to make
and implement decisions.
BIOGRAPHICAL SKETCH:
Laura Kray is the Warren E. & Carol Spieker Professor
of Leadership at Haas. She received her Ph.D. in Psychology from the University
of Washington. Before coming to Haas, she taught at Kellogg Graduate School of
Management, Northwestern University and Eller College of Business and Public
Administration, University of Arizona. She has received multiple research
grants from the National Science Foundation to study the role of cognitive and
motivational processes in determining negotiation outcomes, how gender impacts
negotiations, and how information is processed in group decision making
contexts.