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245 sec. 5 - Negotiations (Fall 2014)

Instructor: Tamara Lange  (view instructor's profile)
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Units: 3
Meeting Time: Tu 6:25-9:05
Meeting Location: 141

Course Start: August 26, 2014
Course Control Number (Non-1Ls): 49664

This practice-centered course will prepare students to negotiate effectively on behalf of their clients. Most law school courses teach legal principles, exposition and assertion. This class focuses on the fine arts of listening, strategy and persuasion. Brief discussions of negotiation theory will inform weekly negotiation exercises drawn from commercial, business, public interest, family and environmental law cases as well as transactional matters and political disputes. The class will address standard concepts such as creating and claiming value, multi-party dynamics, client counseling and dealing with difficult tactics. Students will be encouraged to bring their full attention, instincts and acumen to class.

• Develop effective strategies for each stage in a negotiation, including preparation
• Understand the range of negotiation styles, including competitive techniques and effective responses, and develop the capacity to shift among them as needed
• Strengthen creative ability to expand the range of options for resolving a dispute
• Enhance communication skills, emphasizing effective use of listening, persuasion and relationship-building
• Notice the range of cultural challenges that can arise in negotiations
• Understand ethical responsibilities of the lawyer representative
• Understand how personal grounding increases efficacy in negotiations
• Learn to conclude a negotiation successfully, including crafting durable agreements

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 and attendance is mandatory for all classes. All interested students, whether enrolled or on the wait list, should attend the first session at which time enrollment will be confirmed. Enrolled students who are not present during the first class may be dropped at the instructor's discretion.

There will be a $30 materials fee due at the beginning of the semester. If you have questions, please contact Tamara Lange at If the fee would prevent you from taking the course, please let me know.

Tamara Lange is a Senior Attorney at the National Center for Youth Law and a mediator. She serves on the Alameda County Superior Court mediation panel and is a settlement conference officer for the San Francisco Superior Court. She has worked for nearly 20 years as a litigator, including in private firms, as a senior attorney at the ACLU’s LGBT & AIDS Project, and for Santa Clara County Counsel, where she created and managed the Impact Litigation & Social Justice Section. Ms. Lange has extensive experience briefing, arguing, and settling complex, high-value, and emotionally charged disputes. Her expertise is in constitutional and public law, and she has represented clients in matters involving everything from intellectual property to insurance coverage to family law. Ms. Lange clerked in federal trial and appellate courts and received her J.D. from Berkeley Law. Her teaching is informed by her general intellectual curiosity, her meditation practice and development as a reiki practitioner, and her experience as a parent in what she considers to be the most humbling of all negotiated relationships.

This course satisfies the Skills Requirement.

Exam Notes: T
Course Category: Advocacy Skills Courses

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  • Bargaining for advantage
    G. Richard Shell
    Publisher: New York : Penguin Books, 2006.
    ISBN: 9780143036975
    Copyright Date: To Be Determined
    Price: $16.53
    Price Source: bookbyte
  • Difficult Conversations
    Douglas Stone, Bruce Patton, Sheila Heen, Roger Fisher (Foreword)
    Publisher: Penguin (Non-Classics)
    ISBN: 9780143118442
    Copyright Date: To Be Determined
    Price: 13.6
    Price Source: ecampus
  • Beyond Winning
    Robert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello,
    Publisher: Belknap Press
    ISBN: 9780674012318
    Copyright Date: To Be Determined
    Price: 21.2
    Price Source: ecampus
  • The Power of a Positive No
    William Ury,
    Publisher: Bantam
    ISBN: 9780553384260
    Copyright Date: To Be Determined
    Price: 15.6
    Price Source: ecampus
  • What Works for Women at Work: Four Patterns Working Women Need to Know
    Edition: 2014
    Publisher: NYU
    ISBN: 9781479835454
    Copyright Date: To Be Determined
    Price: 24.95
    Price Source: user provided

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