Negotiation (670-3)
Instructors
Annalise Buth
312 5036298
Bluhm Legal Clinic, RB 825
Office Hours: By appointment (weekly office hours tbd)
Meeting Info
Rubloff Building 203: Tues 4:30PM - 7:30PM
Overview of class
This experiential course is designed to help students improve their skills in negotiation, joint decision making, and problem solving, and to enable them to develop these skills further in the future. It provides the opportunity to learn and build skills through practice.
Registration Requirements
No prereqs
Learning Objectives
At the end of the semester, students will be able to:
1. Understand basic negotiation theory and apply the theory to negotiations;
2. Create a pre-negotiation analysis for a negotiation, considering all essential factors;
3. Understand both integrative and distributive elements of negotiations;
4. Demonstrate flexibility in negotiation skills by responding to new information and
situations during negotiations;
5. Understand different contexts of negotiation and strategies for approaching them;
6. Develop judgment to apply appropriate negotiation techniques for specific
situations;
7. Recognize and appreciate the role of identity and culture in negotiation;
8. Communicate effectively with others including clients, colleagues, and
counterparts;
9. Apply appropriate techniques to both two-party negotiations and multi-party
negotiations;
10. Understand what mediation is and how it relates to negotiation;
11. Make appropriate ethical decisions during the negotiation process; and
12. Develop self-reflection skills to assess and improve performance."
Evaluation Method
Class Participation - 20%
Pre-Negotiation Analysis (PNA) (20% one substantively graded PNA, 15% PNA completion) - 35%
Final Negotiation and Feedback Session with Professor - 10%
Final Project, Presentation, and Group Dynamics Reflection - 35%
Class Materials (Required)
Art Hinshaw, et al. Negotiation and Lawyers (2021) ISBN 978-1-64708-340-3; $50 course fee for course materials, including negotiation simulations.
Class Materials (Suggested)
Roger Fisher & William Ury, Getting to Yes (3rd Rev. Ed. 2011) ISBN 978-0-14-311875-6
Class Notes
Course fee waivers available
Class Attributes
First Class Attendance Required
Satisfies Experiential Learning degree req
Civil Litigation & Dispute Resolution
Enrollment Requirements
Enrollment Requirements: MSL Students are not eligible to enroll
Add Consent: Department Consent Required
Drop Consent: Department Consent Required