COURSE NUMBER: MBA252.2
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 9/7-11/16
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.