NOTE: Course offerings change. Classes offered this semester may not be offered in future semesters.

245 sec. 1 - Negotiations (Spring 2013)

Instructor: Jamie Jacobs-May  (view instructor's teaching evaluations)
Instructor: Rebecca Westerfield  (view instructor's teaching evaluations)
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Units: 3
Meeting Time: F 10:00-12:40
Meeting Location: 111

Course Start: January 11, 2013
Course Control Number (Non-1Ls): 49706

This is a highly interactive, skills-based course that is designed to teach students how to become effective negotiators, and how to effectively represent clients in both business transactions and dispute resolution settings.The class will be dynamic and consist of lecture, in-class demonstrations, simulated negotiations and other exercises and video presentations.

The course objectives include: familiarizing the student with various negotiation approaches and styles; enhancing communication skills with an emphasis on persuasion and relationship-building; understanding the stages of a negotiation and developing effective strategies for each stage; illuminating the psychological forces that affect decision-making; identifying cross-cultural and gender issues; understanding ethical responsibilities and requirements; and learning techniques to successfully conclude a negotiation with durable and enforceable agreements.

Class exercises will cover creating and claiming value, multi-party dynamics, client counseling, difficult tactics, and listening skills. The intensive nature of this class provides students with an opportunity to evaluate their own skills, experiment with new skills and techniques, work closely with one another, and receive individualized feedback from the professors.

Professors Jacobs-May and Westerfield will be team-teaching this class.Due to the use of simulation exercises throughout the semester and the need to determine members of the class as soon as possible, the usual provisions of "Add/Drop" do not apply. All interested students, whether enrolled or on the wait list, should attend the first session at which time enrollment will be confirmed. Enrollment is limited to 20 students. If you have questions, please contact Jamie Jacobs-May and .


As a skills-based course that relies on all students to participate in negotiations throughout the semester, attendance is mandatory.Excused absences are limited to medical or family emergencies.


Your grade will be determined as follows:

70%- Class participation (including attendance, preparation, participation in class discussions, exercises and simulations).

15%- Mid-term paper (5 pages) consisting of self-reflections and insights regarding negotiation skills.

15%- Final paper (10 pages) that delves more deeply into an aspect of negotiation that you have chosen as a topic.


Jamie Jacobs-May and Rebecca Westerfield are both retired trial court judges.They are currently working at JAMS, the largest private alternative dispute resolution (ADR) provider in the world. They have handled hundreds of mediations of all types including business/commercial, trade secret misappropriation, personal injury, real estate, construction defect, employment, family, and trusts.Their detailed biographies can be found at .

This course satisfies the Skills Requirement.

Exam Notes: P+
Course Category: Advocacy Skills Courses
This course is cross-listed in the following categories:
Business Law
Litigation and Procedure
Negotiation and Dispute Resolution

The following file is available for this course:


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Required Books are in blue

  • Difficult conversations
    Douglas Stone, Bruce Patton, Sheila Heen
    Publisher: New York, NY : Viking, c1999.
    ISBN: 9780140288520
    Copyright Date: To Be Determined
    Price: $0.28
    Note: prices are sampled from internet bookstores. Folletts prices are unavailable at this time.
  • Getting to yes
    by Roger Fisher and William Ury, with Bruce Patton, editor
    Publisher: New York, N.Y. : Penguin Books, 1991.
    ISBN: 9780140157352
    Copyright Date: To Be Determined
    Price: 0.01
    Note: prices are sampled from internet bookstores. Ned's prices are unavailable at this time.
  • The science of settlement
    Barry Goldman
    Publisher: Philadelphia, PA : American Law Institute-American Bar Association, c2008.
    ISBN: 9780831800116
    Copyright Date: To Be Determined
    Price: To Be Determined

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