COURSE NUMBER: MBA 252.1
COURSE TITLE: Negotiations and Conflict Resolution
UNITS OF CREDIT: 3 units
INSTRUCTOR: Holly Schroth,
Ph.D.
E-MAIL ADDRESS: schroth@haas.berkeley.edu
MEETING DAY/TIME: Tuesday and Thursday,
8:00-9:30AM
PREREQUISITE(S): None
CLASS FORMAT: The class is comprised of
lectures, discussion, negotiation exercises (typically one per week) 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