Business Negotiation Theory and Practice

3 units

Enrollment limit: 30. [Drop deadline: Mon, January 6, 2014. Students are not eligible to take both this course and any other section of Business Negotiation Theory & Practice or Business Negotiation (1 unit short-course, January 2012 Intersession). Students who have taken the 1 unit weekend Negotiation course are eligible to take this course in a later semester, but students who take this course cannot take Negotiation in the same semester or in a later semester.] The difference between a good attorney and a great one is often a matter of negotiation skills. Whether working in a law office practice, a public institution, or a business enterprise, an attorney's job inevitably involves negotiation. Negotiation skills are needed in any situation where the terms of an agreement or contract must be determined (mergers, joint ventures, litigation settlements, partnership agreements, and so forth), and also in the day-to-day work of dealing with clients, partners, employees, judges, legislators, and colleagues. Because negotiation is so integral to what lawyers do, negotiation skills play critical role in determining how successful lawyers are in their work. The premise of this course is that, while attorneys need analytical skills to discover solutions to negotiation problems, bargaining skills are needed for solutions to be accepted by others and implemented. The purpose of this course is to help you become a more skillful negotiator. The course is relevant to a broad range of business and negotiation problems faced by lawyers. A solid grounding in negotiation theory is necessary for the development of negotiation skills. Toward this end, a game theory framework is used to help you think about and analyze all types of negotiation situations. This framework is combined with a set of bargaining tools that will enable you to convert your conceptual knowledge into effective action. These tools consist of preparation and at-the-table guidelines that, when practiced regularly, develop into fluid negotiation skills. Because practice is essential for negotiation skills to develop, practice opportunities are offered continually throughout the course. Indeed, at least one practice opportunity will be provided each class period, in the form of a negotiation or dispute resolution case that simulates a real world situation. There are no exams in this course. Rather, you will complete ten 1-page summaries of your negotiation preparations, and two reflection papers 4-6 pages in length. Written work will account for 65% of the course grade. Class participation will determine the other 35%. Class participation will consist of attendance, preparation for negotiation simulations, and contribution to in-class discussions. This course includes a lab/case fee. 3 units.