Comparative Business Negotiation

3 units

Prerequisite: None. Students cannot earn credit in both Comparative Business Negotiation and Business Negotiation Theory and Practice. Both J.D. and LL.M. students are welcome to enroll. Negotiation is the most commonly used form of legal dispute resolution and deal making around the world. This course introduces students to the theory and practice of business negotiation in the U.S. and cross-cultural considerations in negotiations through readings, simulations, videos, and group projects/presentations, and provides J.D. and LL. M. students the opportunity to negotiate and learn from students from around the world. The course focuses on understanding negotiation theories and developing negotiation skills necessary to be successful as negotiators and advocates in a variety of domestic and international business settings, including deal making, and internal corporate and employment dispute resolution. Students will study a variety of business situations where negotiating theory and skills are important and will develop a set of bargaining tools that will enable them to convert conceptual knowledge into effective action. These tools consist of preparation and at-the-table guidelines that, when practiced regularly, develop into fluid and intentional negotiation skills, informed by cutting-edge negotiation theories. Because practice is essential for business negotiation skills to develop, practice opportunities are offered continually throughout the course. At least one practice opportunity will be provided in almost every class, in the form of a negotiation or dispute resolution case that simulates a real-world business situation. Students will be graded on written assignments, class participation, and their performance in negotiations. [BCCCR Requirement: this course contains 5 or more hours of BCCCR instruction.]