COURSE NUMBER: MBA 252.1
COURSE TITLE: Negotiations and Conflict
Resolution
UNITS OF CREDIT: 2
INSTRUCTOR: Juliana Schroeder
E-MAIL ADDRESS: jschroeder@haas.
MEETING
DATES: First 10 weeks from 1/19 – 3/29
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 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.