COURSE NUMBER: MBA 252.2
COURSE TITLE: Negotiations and Conflict Resolution
UNITS OF CREDIT: 3
INSTRUCTOR: Drew Jacoby-Senghor
E-MAIL ADDRESS: dsenghor@berkeley.edu
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:
Please check: http://facultybio.haas.berkeley.edu/faculty-list/jacoby-senghor-drew/