Apart from their assigned mod courses, 1L students may only enroll in courses offered as 1L electives. A complete list of these courses can be found on the 1L Elective Listings page. 1L students must use the 1L class number listed on the course description when enrolling.
245 sec. 002 - Negotiations (Spring 2024)
Instructor: Jasper Yonge Sirny Kim (view instructor's teaching evaluations - degree students only)
View all teaching evaluations for this course - degree students only
Units: 2
Grading Designation: Graded
Mode of Instruction: In-Person
Meeting:
Sa 09:00 AM - 6:00 PM
Location: Law 111
From February 03, 2024
To February 17, 2024
Course End: February 17, 2024
Class Number: 32653
Enrollment info:
Enrolled: 20
Waitlisted: 0
Enroll Limit: 20
As of: 04/27 01:56 PM
Course Description:
This course meets three (3) times only: February 3, February 10 and February 17 (each day falling on a Saturday, 9:00am-6:00pm PDT, inclusive of an hour lunch break). Full attendance is mandatory in all three course sessions.
For each of the three course dates, the morning sessions will be used to introduce and provide actionable negotiation-related concepts (Thinking Slow Mode). The afternoon sessions will be used to apply the morning’s actionable concepts toward purposely-driven negotiation simulations (Thinking Fast Mode).
How do you strategically prepare for a successful negotiation? How do you persuade people and yourself? How do you know when to say “yes” or “no” to an offer? Should you ever walkout in a negotiation? How can you leverage emotion in a negotiation context? How do you recognize and remedy implicit biases? What is a “fair” outcome? And what is the right balance between “competition” and “cooperation”? To create a roadmap to think about these issues, this highly interactive course provides a framework to “think like a negotiator” from both a domestic and international perspective. The simulations utilized in the course are “for example” streamlined scenarios based on first principles, where you have the opportunity to apply the given course concepts within randomized teams. As another distinguishing feature, this course may take a more international, business-focused perspective.
You will also have the opportunity to learn different conceptual frameworks underlying negotiation theory and practice, including positional bargaining, integrative bargaining, strategic communication, psychological influences, and negotiation power, which apply to both online and in-person negotiation contexts.
Through this course, you will learn various strategies on how to get others to want what you want through persuasion, sway, and influence underlying your various negotiations. As part of this, you will develop a toolbox to constantly improve as negotiators by asking the right questions, framing issues, and negotiating with others with different skillsets, perceptions, experiences, and backgrounds. This course will also help you learn more about yourself --as a negotiator--and the influence you wield.
Instructor Profile:
Jasper Kim is a scholar-consultant based in California and Korea, with particular expertise in negotiations, and the structuring of capital markets instruments for social impact. He served as Director of the Center for Conflict Management at the Graduate School of International Studies at Ewha University and is a Senior Fellow at the University of Melbourne. He served as invited faculty for the Supreme Court of Korea and is an Arbitrator for the Korea Commercial Arbitration Board. In addition, he is the founder of Asia-Pacific Global Research Group, a consultancy focused on policy trends. He was also a visiting scholar at Harvard Law School and Stanford University. Previously, he held key positions in fixed-income and structured products with Barclays Capital, Credit Suisse and Lehman Brothers. He is a contributor to various media, including the BBC, Bloomberg, CNN and The Wall Street Journal. He received a MSc degree from the London School of Economics (LSE), JD from Rutgers Law School, MBA from the University of London and MSc in Taxation from Christ Church, University of Oxford (Faculty of Law and Said Business School).
We also have special academic rules for these condensed courses:
-Students must attend each course session and cannot attend any course session remotely (even for illness or emergency situations).
-The Registrar’s Office will drop a student who does not attend each course session.
Due to the condensed nature of this course, in-person attendance at all course sessions is mandatory. Absences cannot be excused for any reason, including illness or emergencies. The Registrar’s Office will drop any student who misses a session.
Attendance at the first class is mandatory for all currently enrolled and waitlisted students; any currently enrolled or waitlisted students who are not present on the first day of class (without prior permission of the instructor) will be dropped. The instructor will continue to take attendance throughout the add/drop period and anyone who moves off the waitlist into the class must continue to attend or have prior permission of the instructor in order not to be dropped.
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Requirements Satisfaction:
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Exam Notes: (None) Class requires a series of papers, assignments, or presentations throughout the semester
Course Category: Simulation Courses
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Readers:
No reader.
Books:
Required Books are in blue
- Persuasion: The Hidden Forces That Influence Negotiations
Jasper Kim
Publisher: Routledge
ISBN: 9781351113694
e-Book Available: unknown
Price: To Be Determined