Negotiation and Influence Program | UC Berkeley Executive Education


Haas School of Business
Senior Lecturer (Continuing)


  • PhD, Social Psychology ;UC Santa Barbara
  • MA, Psychology, UC Santa Barbara
  • BA, Psychology, UC Santa Barbara

Positions Held

  • At Haas since 1992
  • 1995 – present, Lecturer, Undergraduate & Graduate Program, Santa Clara University
  • 1992 – present, Senior Lecturer, Haas School of Business
  • 1993 – 1998, Lecturer, MBA and International MBA (1994 only) program, Saint Mary’s College of Moraga
  • 1992, Lecturer, UC Santa Barbara
  • 1991 – 1992, Lecturer and Visiting Scholar, Kellogg Graduate School of Management, Northwestern University
  • 1990 – 1991, Lecturer, UC Santa Barbara
  • 1989 – 1991, Teaching Assistant, UC Santa Barbara

External Service and Assignments

  • Negotiation Training Workshops
  • Management Consulting & Coaching
  • Negotiations: Communications, Team Dynamics, Leadership
  • Member, Advisory Board: &
  • Textbook Reviewer: Prentice Hall, Irwin-McGraw Hill, Wiley, Thomson South-Western
  • Ad Hoc Reviewer:  Organizational Behavior and Human Decision Processes, Journal of Personality and Social Psychology; California Management Review, Group Decision and Negotiationp; Personality and Social Psychology Bulletin, Academy of Management (Conflict Management Interest Group)

Current Research and Interests

  • Emotions and language in negotiations
  • Procedural justice

Selected Papers and Publications

  • Case Exercises: Exercises in Negotiation, Dispute Resolution Research Center: Fastskin (forthcoming); Goliath (forthcoming); Myti-Pet Food Company (2005, 2008); Girl Doll Company (2005, 2008); The Grand Strand (2005); The Player (1999, 2003); Group Brainstorming Exercise (1999); The Mexico Venture (1997, 2003); The Best Stuff on Earth: Group Negotiation (1997); MBA Salary Negotiation (1997, 2008); Hollywood: Negotiating with Agents (1997, 2008); Where’s Alvin? A case lost in ethics (1996); Telepro: The Manager as Mediator (1996).
  • “Some Like It Hot: Teaching Strategies for Managing Tactical vs.Genuine Emotions in Negotiations.” Negotiations and Conflict Management Research 1 (2008): 315-332.
  • “Helping You Is Helping Me: Improving Students’ Ethical Behaviors in a Negotiation by Appealing to Ethical Egoism and the Reputation Effect.” Negotiations and Conflict Management Research 1 (2008): 389-407.
  • “Sticks and Stones May Break Bones and Words CAN Hurt Me: Words and Phrases That Trigger Emotions in Negotiations and Their Effects Emotional Triggers in Negotiations,” with J. Bain-Chekal and D. Caldwell. International Journal of Conflict Management 16, no. 2. (2005).
  • “What We Want to Do Versus What We Think We Should Do: An Empirical Investigation of Intrapersonal Conflict,” with B. Barry, et al. Journal of Behavioral Decision Making 15 (2002): 403-418.
  • “Procedures, Do We Really Want to Know Them? The Effects of Procedural Justice on Performance Self-Esteem,” with P.P. Shah. Journal of Applied Psychology 75, 462-471.
  • “Let Me See What I Can Do…Today, Just About Everything’s Negotiable.” Dividends Magazine (September/October 2005).


  • Center for Executive Development
  • Negotiation & Conflict Resolution, BA 252
  • Negotiation & Conflict Resolution, BA 152
  • Negotiation & Conflict Resolution, EW 252
  • Organizational Behavior, BA 205
  • Introduction to Organizational Behavior, BA 105
  • Strategic Business Interactions, BA 200C

Honors and Awards

  • Earl F. Cheit Award for Excellence in Teaching, Undergraduate Program, 2009
  • Club 6 – Faculty Honor Roll for Teaching Excellence, Haas School of Business, 1992-2007
  • Voted America’s Favorite Professor (Undergraduates); Businessweekonline survey (2006)
  • Leavey Faculty Achievement Award for Exceptional Teaching, Santa Clara University, 2003, 2004, 2005
  • Outstanding Teaching Award, Santa Clara University, Summer Sessions Program, 1998
  • Faculty Honor Roll for Teaching Excellence, Kellogg Graduate School of Management, Northwestern University
  • Faculty Honor Role for Upholding the Honor Code, Kellogg Graduate School of Management, Northwestern University
  • Western Psychological Association Best Paper Award
  • Regents Fellowship, UC Santa Barbara
  • Chairman’s Award in Psychology, UC Santa Barbara

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