245 sec. 002 - Negotiations (Fall 2024)
Instructor: Christopher Burch Hockett (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:
M 6:25 PM - 9:05 PM
Location: Law 244
From August 19, 2024
To December 02, 2024
Course End: December 02, 2024
Class Number: 31741
Enrollment info:
Enrolled: 18
Waitlisted: 0
Enroll Limit: 20
As of: 11/26 09:03 AM
You can’t practice law without negotiating. Commercial litigators resolve more cases through negotiation than trials, corporate lawyers negotiate deals, and public interest, in-house, government, and criminal lawyers all need to negotiate effectively on behalf of their clients. And at work you constantly have to negotiate with your own bosses, clients, and team members. Yet few professionals study the negotiation process itself - why some negotiations fail, the inherent dilemmas in bargaining, or the skills required to negotiate successfully.
This class fills that gap by combining negotiation theory and intensive hands-on practice. It develops your self-awareness as a negotiator and provides tools for analyzing and preparing for negotiations. Through practice with role-plays, self-reflection and feedback from others, you'll sharpen your negotiating abilities. But it goes beyond just tactics - you'll explore the bigger picture of how negotiation fits into legal contexts, ethical considerations, collaborating with others, and more. It's an intense, hands-on learning experience requiring weekly readings, assignments and live negotiation simulations. You'll learn by doing, figuring out what works (or doesn't), writing about it, and trying new approaches. Because participating in these simulations is central to the course, attendance is mandatory.
Instructor Bio: Chris Hockett is a retired partner from Davis Polk’s Northern California office, where he focused on complex disputes and strategic problem solving for many of the world’s largest technology and communications companies. He now serves as a mediator, arbitrator and court-appointed Special Master, and teaches at Berkeley Law and University of Virginia Law School. He also co-chairs an annual intensive training program for federal judges that alternates between Berkeley Law and the University of Chicago Law School.
During his career in practice, Chris handled a broad range of high-stakes commercial litigation matters, including in the areas of antitrust and unfair competition, intellectual property, securities, and consumer class actions. As lead counsel, he prevailed for clients in over 100 complex cases, as well as led negotiations that successfully resolved claims involving billions of dollars.
Chris teaches Negotiations as well as a course on Antitrust and Digital Platforms. He is on the Northern District of California Mediation and Early Neutral Evaluation Panels, and also serves on the Northern District of California’s Alternative Dispute Resolution Local Rules Committee. Chris received his law degree in 1985 from the University of Virginia.
Attendance at the first class is mandatory for all currently enrolled and waitlisted students; any currently enrolled or waitlisted students who are not present on the first day of class (without prior permission of the instructor) will be dropped. The instructor will continue to take attendance throughout the add/drop period and anyone who moves off the waitlist into the class must continue to attend or have prior permission of the instructor in order not to be dropped.
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Requirements Satisfaction:
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New - Submit Teaching Evaluations (enrolled 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
If you are the instructor or their FSU, you may add a file like a syllabus or a first assignment to this page.
Readers:
No reader.
Books:
Required Books are in blue
- Bargaining for Advantage: Negotiation Strategies for Reasonable People
G. Richard Shell
Edition: 3rd
Publisher: Penguin
ISBN: 9780143036975
e-Book Available: Yes
e-Book procurement note: https://www.penguinrandomhouse.com/books/298835/bargaining-for-advantage-by-g-richard-shell/
Price: $11.19
Note: prices are sampled from internet bookstores. Law-school Bookstore prices are unavailable at this time. - Difficult Conversations: How to Discuss What Matters Most
Douglas Stone, Bruce Patton, Sheila Heen
Publisher: Penguin
ISBN: 9780143137597
e-Book Available: Yes
e-Book procurement note: https://www.penguinrandomhouse.com/books/722989/difficult-conversations-by-douglas-stone-bruce-patton-and-sheila-heen-foreword-by-roger-fisher/
Price: 12.69
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
Edition: 7th, 2020
Publisher: Pearson
ISBN: 9780135197998
e-Book Available: Yes
e-Book procurement note: https://www.amazon.com/Mind-Heart-Negotiator-Leigh-Thompson-ebook/dp/B07R5CFG7Q
Price: 39.96
Note: prices are sampled from internet bookstores. Law-school Bookstore prices are unavailable at this time.