Schedule of Classes
Class times for Fall, 2008 have not been released yet.245 sec. 1 - Negotiations: Theory and Practice (Fall 2008)
Instructor: Henry L. Hecht (view instructor's teaching evaluations | profile)
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Units: 3
Meeting Time: -
Meeting Location: -
Course Control Number (Non-1Ls): 49592
This skills course primarily uses simulation exercises (role plays) to allow students to "learn by doing". The course covers alternative approaches to negotiation and the requisite skills associated with each. The first half of the course focuses on the competitive approach, sometimes referred to as "win lose" bargaining. The second half of the course looks at the problem solving approach, sometimes referred to as "win win" bargaining. Both litigation settlements and business transactions are negotiated.
Throughout the semester, students negotiate mock problems against each other based on a prepared set of facts with confidential authority for each side. Performances are reviewed by group discussion, videotape review, demonstration, and presentations by guest practitioners. Among the topics addressed are: preparation; tactics and countermeasures, including first offer and demand patterns as well as concession strategies; communication skills, including active listening, nonverbal interpretation as well as questioning blocking technique; psychological barriers to conflict resolution (cognitive traps); competitive v. cooperative styles and techniques; and ethical issues.
Enrollment is limited to 20 students. 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 "Drop/Add" do not apply. All interested students, whether or not enrolled, must attend the first class meeting at which time enrollment will be confirmed. Any student who does not attend the first class may be dropped by the instructor. Final enrollment will be determined prior to the second class meeting of the semester.
Exam Notes: P
This is a credit only course
Special Notes: CR, LE(20)
Course Category: Negotiation and Dispute Resolution
Course Subcategories:
Business Law
Litigation and Procedure
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Books:
Books for this term are unavailable.
