Apart from their assigned mod courses, 1L students may only enroll in courses offered as 1L electives. A complete list of these courses can be found on the 1L Elective Listings page. 1L students must use the 1L class number listed on the course description when enrolling.
245 sec. 001 - Negotiations (Spring 2024)
Instructor: Em Landon (view instructor's teaching evaluations - degree students only)
View all teaching evaluations for this course - degree students only
Units: 3
Grading Designation: Graded
Mode of Instruction: In-Person
Meeting:
W 6:25 PM - 9:05 PM
Location: Law 107
From January 10, 2024
To April 17, 2024
Course End: April 17, 2024
Class Number: 32230
Enrollment info:
Enrolled: 21
Waitlisted: 0
Enroll Limit: 21
As of: 07/30 03:46 PM
Mastery of negotiation is a life skill in that we all negotiate every day with colleagues, bosses, domestic partners, friends, clients and many others. This class is a dynamic mix of theory, demonstration, skills exercises and role play practice intended to increase your confidence and effectiveness in any negotiation you undertake. We explore critical negotiation theory and identification of motivating interests to improve both your approach to negotiation and the quality of your outcomes. We continue with the essentials of thorough preparation for a negotiation including setting specific targets, identifying sources of influence and defining the point of walk away with reference to a methodical alternatives analysis. While building this negotiation framework, we define and practice critical communication and influencing skills. We also outline a practical framework so that you have a clear map of an effective negotiation process. Participants should leave the class with a solid foundation for more principled, persuasive, and successful negotiation in a variety of contexts.
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Requirements Satisfaction:
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View teaching evaluations for this class - degree students only
Exam Notes: (T) Course ends in a final practice trial, arguments, or other presentation (e.g. Powerpoint)
(Subject to change by faculty member only through the first two weeks of instruction)
Course Category: Simulation Courses
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Readers:
No reader.
Books:
Required Books are in blue
- Difficult Conversations: How to Discuss What Matters Most
Douglas Stone, Bruce Patton, Sheila Heen
Publisher: Penguin
ISBN: 9780143118442
e-Book Available: unknown
Price: To Be Determined - The Mind and Heart of the Negotiator
Leigh Thompson
Edition: 7th ed, 2020
Publisher: Pearson
ISBN: 9780135197998
e-Book Available: unknown
Price: 39.96
Note: prices are sampled from internet bookstores. Law-school Bookstore prices are unavailable at this time. - Bargaining for Advantage: Negotiation Strategies for Reasonable People
G. Richard Shell
Publisher: Penguin
ISBN: 9780143036975
e-Book Available: unknown
Price: To Be Determined