Course Information

Registration Information

Meeting Times

Day Time Location
THU 3:55 - 6:35 pm TNH 3.142

Evaluation Method

Type Date Time Location


Instructor: Ware V. Wendell ( 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 negotiation problems, agreement writing, journal entries, other writing exercises, and participation in class discussions.

Textbooks ( * denotes required )

Never Split The Difference *
Voss, Christopher, Raz, Tahl, and Voss, Chris
HarperCollins Publishers , edition: 1
ISBN: 978-0-06-240780-1
Bargaining For Advantage Rev & Updtd *
Shell, G. Richard
Random House LLC , edition: 3
ISBN: 978-0-14-303697-5
Getting To Yes Updtd & Rev *
Fisher, Roger, Patton, Bruce, Ury, William, and Ury, William L.
Random House LLC , edition: 3
ISBN: 978-0-14-311875-6


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