COURSE NUMBER: MBA 252.1
COURSE TITLE:
Negotiations and Conflict Resolution
UNITS OF CREDIT: 2
INSTRUCTOR:
Juliana Schroeder
E-MAIL ADDRESS: jschroeder@haas.berkeley.edu
PREREQUISITE(S): None
CLASS FORMAT:
30% lecture, 40% negotiation exercise, 30% discussion (with some videos in the
discussion/lectures)
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 Q/A and feedback), a self-analysis paper, an applied
negotiation experience analysis, and a negotiated case analysis.
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.
CAREER FIELD:
ALL
BIOGRAPHICAL SKETCH: Juliana Schroeder is a professor in the
Management of Organizations group at UC Berkeley Haas School of Business. She
conducts research on the experimental study of social cognition,
with particular focus on conflict resolution and negotiation.
Juliana's research has been published in scientific journals such as Journal of
Experimental Psychology, Psychological Science, and Social Psychological &
Personality Science. Her research has been featured by outlets such
as the New York Times, Harvard Business Review, and the Today Show, and has
been funded by the National Science Foundation.