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245 sec. 3 - Negotiations (Spring 2011)
Instructor: Emily Epstein (view instructor's teaching evaluations | profile)
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Meeting Time: M 3:35-6:15
Meeting Location: 107
Course Start: January 10, 2011
Course Control Number (Non-1Ls): 49649
This highly interactive course will help students succeed in their professional and personal negotiations. The course will explore a series of theoretical frameworks, and through group discussions and role plays, students will gain skills in applying the theory to real-life situations. Students will learn how to prepare for, conduct, and review negotiations systematically. Class exercises will cover creating and claiming value, multi-party dynamics, client counseling, difficult tactics, ethical issues, and listening skills. The intensive nature of this class provides students with an opportunity to interrogate traditional measures of success, evaluate their own skills, work closely with one another, and receive individualized feedback from the professor.
Enrollment is limited to 20 students. Students who have taken Interviewing, Counseling and Negotiating (244.5) will not be admitted.
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. If you have questions, please contact Emily Epstein at email@example.com.
Emily F. Epstein specializes in teaching negotiation, facilitation, mediation, and communication skills. She is currently adjunct faculty at the University of California at Berkeley School of Law. In the past, she has served as associate faculty at Harvard Law School���s Program on Negotiation and adjunct faculty at the Georgetown University Law Center. She is also the owner of Oakbay Consulting, a company that teaches negotiation and communication skills to corporations and non-profits worldwide.
For over a decade, Ms. Epstein has taught conflict management skills to professionals in a wide range of public and private sectors, including education, financial services, law, insurance, health services, construction, real estate, and scientific research. She has delivered hundreds of trainings throughout Asia, the Middle East, Europe, and the Americas. Representative clients include Deutsche Bank, Aspen Insurance, Nokia, Child Soldiers International, the Equal Employment Opportunity Commission, the Swiss Consulate, and the Peninsula Conflict Resolution Center. Emily Epstein's speaking engagements include the Association of Legal Administrators, New England Women in Real Estate, Harvard Law School, Harvard Kennedy School of Goverment, KNBR Radio, and dozens of law firms.
Ms. Epstein earned her B.A. from Connecticut College, where she was a Lawrence Scholar and received honors for her thesis on negotiation. She earned her J.D. from the Georgetown University Law Center, where she was honored for her work teaching legal research and writing.
This course satisfies the Skills Requirement.
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A reader will be used in this class.
Required Books are in blue
- Difficult Conversations
Douglas Stone, Bruce Patton, Sheila Heen, Roger Fisher (Foreword)
Publisher: Penguin (Non-Classics)
Copyright Date: To Be Determined
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.
Copyright Date: To Be Determined
Note: prices are sampled from internet bookstores. Ned's prices are unavailable at this time.