245S sec. 001 - Negotiations (Summer 2024)
Instructor: Em Landon (view instructor's teaching evaluations - degree students only)
View all teaching evaluations for this course - degree students only
Units: 1
Grading Designation: Credit Only
Mode of Instruction: In-Person
Meetings:
F 2:00 PM - 6:10 PM
Location: Law 113
On 2024-05-17
Sa 09:00 AM - 6:10 PM
Location: Law 113
On 2024-05-18
Class Number: Click to show Class Number
Enrollment info:
Enrolled: 11
Waitlisted: 0
Enroll Limit: 18
As of: 08/01 07:33 AM
This course will introduce you to fundamental negotiation theory, communication skills, and a model for conducting negotiations more successfully. We will explore the strengths and weaknesses of different negotiation styles, methodical preparation for a negotiation, the difference between positions and interests, essential influencing strategies, the tension between creating and claiming value (including how to build your strengths in both areas), effective listening and gathering of information, the phases of a negotiation, the benefits and tensions representatives in negotiation, and dealing with difficult tactics or behaviors in a negotiation.
The structure of the course will be a mix of interactive discussion and small exercises to develop theoretical understanding combined with experiential learning in longer roleplay simulations. These simulations are designed to enhance your skills, demonstrate concepts, and provide you with opportunities to experiment with various styles and negotiation techniques.
Due to the condensed nature of this course, in-person attendance at all course sessions is mandatory. Absences cannot be excused for any reason, including illness or emergencies. The Registrar’s Office will drop any student who misses a session.
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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
If you are the instructor or their FSU, you may add a file like a syllabus or a first assignment to this page.
Readers:
A reader will be used in this class.
Books:
Required Books are in blue
- DIFFICULT CONVERSATIO NS (10TH-ANNIV ED)
Stone
Edition: 2010
Publisher: VP
ISBN: 9780143118442
e-Book Available: unknown
Price: $18.00
Note: prices are sampled from internet bookstores. Law-school Bookstore prices are unavailable at this time. - The Mind and Heart of the Negotiator
Leigh Thompson
Publisher: Pearson
ISBN: 9780135197998
e-Book Available: unknown
Price: To Be Determined