Negotiation

Class Unique: 28170

Instructor: Ware V. Wendell (www.WendellLaw.com). Whether litigating civil or criminal cases, focusing on transactional work, or using the skills acquired in law school outside of the practice of law, it is likely that the professional life of any law school graduate will include negotiating on a regular and frequent basis. This course will explore the foundation of negotiation theory and practice with a heavy emphasis on experiential learning and real-world examples. The course is intended to provide an introduction to the subject, but by the end of the course, each student should be an experienced, skilled, and confident negotiator. We will discuss and practice negotiation structure, strategy, skills, styles, agreement writing, and ethics. We will also examine psychological, cultural, and other influences on the negotiation process. This is a highly-interactive course, utilizing negotiating exercises between individual or pairs of students (some of which will be video recorded). These exercises are based upon both hypothetical and actual case studies and are reviewed in class through class discussions in which everyone will be expected to actively participate. We will also invite experienced attorneys and other professionals to share their insights and demonstrate effective negotiating skills. The course is limited to sixteen students, and because we will often be working in pairs on exercises, regular attendance is expected. There will be no exams. Grades will be determined by performance on the negotiating problems, agreement writing, journal entries, other writing exercises, and participation in class discussions.


Class Details

Meeting Days Time Location
Thursday 3:45 - 6:25 pm TNH 3.124
Evaluation Method Date Time Alpha Range Room
Paper

Additional Information

Course Type
Grading Method
Pass/Fail Mandatory
Features
Satisfies ABA Professional Skills Requirement

Textbooks

  • Getting to Yes - Fisher, Ury, & Patton
      Penguin , edition: 3rd (2011)
      ISBN: 978-1844131464   (required)
  • Bargaining for Advantage - G. Richard Shell
      Penguin , edition: 3rd (Blue cover, May 2006)
      ISBN: 9780143036975   (required)
  • Never Split the Difference - Chris Voss
      Harper Collins , edition: 1st (2016)
      ISBN: 9780062407801   (required)