Negotiation

• Semester: Fall 2025
• Course ID: 381J
• Credit Hours: 3
• Unique: 30440

Description

Instructor: Ware V. Wendell (www.WendellLaw.com). Whether litigating civil or criminal cases, performing transactional work, or using the skills acquired in law school outside of the practice of law, it is likely that the professional life of many law school graduates will include negotiating on a regular basis. This course will explore the foundation of negotiation theory and practice with a heavy emphasis on experiential learning and real-world examples. By the end of the course, each student should be an experienced, skilled, and confident negotiator. We will discuss and practice negotiation strategy, styles, skills, 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 (which will be video recorded). These exercises are debriefed 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 with the class. 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 exercises, journal entries, comprehension of the reading, and participation in class discussions.