Negotiation

Course Information

Registration Information

Meeting Times

Day Time Location
THU 3:45 - 6:25 pm TNH 3.126

Evaluation Method

Type Date Time Location
Other

Description

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, the professional life of any law school graduate will include negotiation on a regular basis. This course will explore the foundation of negotiation theory and practice with a heavy emphasis on experiential learning and realistic examples. The course is intended to provide a thorough introduction to the subject; but by the end of the course, each student should be an experienced, skilled, and confident negotiator, ready for the real world. 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 negotiation exercises between pairs of students. These exercises range across different practice areas and are recorded and reviewed through class discussions in which everyone will be expected to actively participate, so we can learn from one another. We will also invite experienced attorneys to share their insights into effective negotiation skills. The course is limited to 16 students, and because we will often be working in pairs on exercises, regular attendance is expected. There will be no written exams. Grades will be determined by performance on the negotiation problems, journal entries, comprehension of the reading, and participation during in-class discussions.

Textbooks ( * denotes required )

Never Split the Difference : Negotiating As If Your Life Depended on It *
Voss, Christopher, Raz, Tahl, and Voss, Chris
HarperCollins Publishers
ISBN: 978-0-06-240780-1
Bargaining For Advantage Rev & Updtd *
Shell, G. Richard
Rh , edition: 2
ISBN: 978-0-14-303697-5
Getting To Yes Updtd & Rev *
Fisher, Roger, Patton, Bruce, Ury, William, and Ury, William L.
Rh , edition: 3
ISBN: 978-0-14-311875-6

Instructors

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Important Class Changes

Date Updated
05/17/2022 Room(s) changed
04/07/2022 Meeting changed
03/30/2022 Experiential credit changed