COURSE NUMBER: MBA252.2
COURSE TITLE: Negotiations and Conflict Resolution
UNITS OF CREDIT: 2
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/