COURSE NUMBER: MBA252.2B
COURSE TITLE: Negotiations
and Conflict Resolution (2-unit version)
UNITS OF CREDIT: 2
INSTRUCTOR: Laura Kray
E-MAIL ADDRESS: kray@haas.berkeley.edu
CLASS WEB PAGE LOCATION: https://bspace.berkeley.edu/portal
MEETING DAY(S)/TIME:
Tuesday/Thursday, 4:00 – 6:00PM during Fall B (10/22* – 12/5)
*This is a change from the original
start date, which was 10/17
PREREQUISITE(S): None.
CLASS FORMAT: The class is
comprised of lectures, discussion, negotiation exercises (typically one per
week), guest lecturers, and videos.
REQUIRED READINGS: 2
required texts and a course reader
BASIS FOR FINAL GRADE:
· Class participation: 25%
· In class negotiation
analysis papers: 50%
· Applied negotiation
analysis paper: 25%
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:
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.