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245 sec. 2 - Negotiations (Spring 2012)

Instructor: Maria Joseph  (view instructor's teaching evaluations)
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Units: 3
Meeting Time: Tu 10:00-12:40
Meeting Location: 141

Course Start: January 10, 2012
Course Control Number (Non-1Ls): 49700

Primarily through interactive discussion, exercises and role playing ("experiential learning"), the course covers alternative approaches to negotiation and the requisite skills associated with each. The course examines collaborative versus adversarial negotiation, creating and claiming value, the phases of a negotiation, preparation and client counseling, tactics and countermeasures, including first offer and demand patterns as well as concession strategies, communication skills, including, questioning, effective listening; psychological barriers to conflict resolution and ethical issues. Students negotiate mock problems against each other based on a prepared set of facts. Negotiations are reviewed by group discussion.

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 "Drop/Add" 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, contact Maria Joseph by e mail at

Instructor Profile
Maria Joseph is a former litigator who has for the past 10 years happily engaged exclusively in mediation. Ms Joseph teaches Negotiation and Mediation at Hastings College of the Law where she also runs the ADR Externship Program which provides students with real world ADR experience while still in law school. Ms. Joseph's own mediation practice focuses primarily on family matters but also extends to employment and business partnership disputes. Ms. Joseph lives on 10 acres with her husband, two dogs, 6 chickens, a couple of goats and several thousand bees.

This course satisfies the Skills Requirement.

Exam Notes: None
Course Category: Advocacy Skills Courses
This course is cross-listed in the following categories:
Negotiation and Dispute Resolution

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Required Books are in blue

  • Bargaining for advantage
    G. Richard Shell
    Publisher: New York : Penguin Books, 2006.
    ISBN: 9780143036975
    Copyright Date: To Be Determined
    Price: $5.52
    Note: prices are sampled from internet bookstores. Folletts prices are unavailable at this time.
  • Negotiation
    Melissa Nelken,
    Publisher: LexisNexis Publisher
    ISBN: 9781422411629
    Copyright Date: To Be Determined
    Price: 30
    Note: prices are sampled from internet bookstores. Ned's prices are unavailable at this time.

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