Advanced Negotiation Theory and Practice

2 units

Prerequisite: Negotiation. Enrollment limit: 24. As a lawyer, whatever field of specialization you choose, you will spend a large part of your time negotiating. Many people negotiate without consciously focusing on the process of negotiation, but there is much to be gained from looking at negotiation in an analytical, systematic manner, and from developing a variety of tools and approaches to use in a negotiation context. In this class, we will develop an understanding of various theories and aspects of negotiation by studying the academic literature on negotiation and by practicing and improving negotiation skills through in-class exercises and simulations. Class participation in discussion and exercises/simulations will account for 1/3 of the course grade. You will also write several short papers that will account for 1/3 of the course grade. (These two portions of the grade will not be evaluated anonymously.) Finally, a 2 hour exam will account for the remaining 1/3 of the course grade. 2 units.