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Moore Accuracy Lab at Berkeley-Haas
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MBA Teaching
MBA252: Negotiation This
course will build your understanding, skill, and confidence so that you
achieve better outcomes in all your negotiations—large and small.
You will learn to see opportunities to negotiate where you had never
seen them before. Your long-term effectiveness—both in your
professional and personal life—is likely to depend on your
negotiating abilities. This course will give you the opportunity
to develop these skills experientially and to understand the analytical
frameworks that underlie negotiations. You will: This course is all about
maximizing human potential: your own, your team’s,
and your organization’s. You will learn
innovative leadership tools for establishing and managing prosperous firms
while simultaneously creating a thriving career for yourself. Leadership is about
coordinating the skills, talents, and resources of individuals and groups in
those combinations that best realize the organization’s opportunities. You
must make things happen, and often under conditions or schedules that are not
of your own choosing. Innovative leadership requires managers to be able to
diagnose problems, make effective decisions, influence and motivate others,
manage their personal contacts, bring out the best in their colleagues,
optimize cross-functional teams, and drive organizational change.
This
course has two objectives: The first is to improve the quality of your
decisions. You will learn to be aware of and to avoid common inferential
errors and systematic biases in your own decision making. While intuition
often serves us well, there are many decision traps that we tend to fall into
on a repeated basis. These traps relate to how we think about risk and
probability, how we learn from experience, and how we make choices. This
course will teach you about the traps. It's true that each decision is unique
and poses its own special problems. At the same time, there are many
commonalities across decisions. Understanding a few basic principles can take
you a long way. By the end of the course, you will have internalized the
basic principles and will be able to avoid falling into the traps. Knowing
what can go wrong and knowing the right questions to ask will help you think
smarter. The second course objective is to improve your ability to predict and influence the behavior of others. Even if you are completely rational yourself and require no tutoring whatsoever (there are always a few people who think this of themselves), you will still find this course useful. Managers, consumers, investors, and negotiators all make predictable mistakes. Therefore, understanding the psychology of decision making can give you a competitive advantage. Join
the best decision scholars and teachers at the Haas School. The
program's faculty includes neuroscientists, behavioral economists,
psychologists, and scholars of management. Learn about how your
intuition guides you and the mind traps that can impair effective
decision making. These traps can keep you from accepting vital data
that contradicts what you think you already know. You'll leave with the
tools to identify accurate, reliable information to make sound
decisions that will position your business for success. You’ll
use real-life examples, business case studies, and data from your own
company to build your analysis skills and enable more rational
decisions for you and your company.
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