SEMESTER: Spring 2020

COURSE NUMBER: EWMBA 252.1

COURSE TITLE: Negotiations and Conflict Resolution

UNITS OF CREDIT: 3 units

INSTRUCTOR: Holly Schroth, Ph.D.

E-MAIL ADDRESS: schroth@haas.berkeley.edu

CLASS WEB PAGE LOCATION: bCourses

PREREQUISITE(S): EWMBA 200C Leadership Communications and EWMBA 205 Leading People

CAREER FIELD: A set of professional skills (negotiation, influence and communication) good for all fields and your personal relationships.

CLASS FORMAT: The class is comprised of lectures, discussion, negotiation exercises (typically one per class) and videos.

REQUIRED READINGS: The course will have a course reader, negotiations exercises, and two books (The Mind and Heart of the Negotiator, Thompson, Leigh) (subject to change).

BASIS FOR FINAL GRADE: The final grade will be based on class participation (which also includes pre-negotiation preparation and post-negotiation 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.

BIOGRAPHICAL SKETCH

Holly Schroth is a Senior Lecturer at the Haas School of Business, University of California, Berkeley, and an Adjunct Associate Professor in the MBA program at Santa Clara University. Prior to joining the faculty at the Haas School of Business in 1992, she was a visiting scholar at the Kellogg Graduate School of Management, Northwestern University. She received a MA in psychology and a Ph.D. in social psychology from the University of California, Santa Barbara.
She teaches Negotiations and Conflict Resolution and Organizational Behavior to both MBAs and Undergraduates. She has won several awards from MBA and Undergraduate students for teaching excellence and was voted "favorite professor" by a BusinessWeek online poll of undergraduates across the United States. 

In addition to teaching, she is a trainer, consultant and key note speaker on negotiation and leadership issues to variety of organizations in the United States and abroad including: Google, YouTube, Intel, AMD, Kaiser Permanente, T-Mobile, HealthNet, IBM, Ebay, The GAP, Lockheed-Martin, Charles Schwab, J.P. Morgan, Roche, Genentech, Universal Studios, SanDisk, Erste Bank, TRW Credit Service, Xerox, Applied Materials, Clorox, Sabrix, Chevron, The Mercury News, Genentech, KIPP, Altera Corp., Lantronix, Lam Research, Pulte Homes, Swinerton Inc., Conceptus, Statoil, Cutera, RNM Properties, Deloitte Consulting, Meek Lumber, Jacobs Associates, Staples, Telus, Hotwire Travel Ticker, Law Offices of Crosby, Heafey, Roach and May, Council of Law Librarians, Murphy Companies, Glenborough Corporation, Silicon Graphics, CIO Institute, IMS (Institute of Management Studies), AEA (American Electronics Association), Women in Business Society, WineRepublic.com, Berkeley Lab, Cruelworld.com, Careercentral.com, Walmart.com, Zhanra.com , Fehrs and Peers, Women's Wealth Network, Sidley, Austin, Brown & Wood LLP, ATSSW, Mexico's Federal Electricity Commission, SNP Communications, Partners in Business Systems, Bay Area News Group, City of San Mateo, City of San Francisco, Franklin Templeton, Commercial Real Estate Women (CREW), American Bar Association (Real Property), National Association of State Budget Officers (NASBO) and other government entities.

She has published several articles on negotiation and procedural justice in leading journals and has created several negotiation exercises in collaboration with the Dispute Resolution Research Center at the Kellogg Graduate School of Management. She is one of the leading authors of negotiation exercise materials which are used worldwide by educators and trainers.