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245 sec. 1 - Negotiations (Fall 2012)
"An Interactive Course on Negotiations Skills"

Instructor: Simao Avila  (view instructor's teaching evaluations | profile)
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Units: 3
Meeting Time: M 6:25-9:05
Meeting Location: 240

Course Start: August 27, 2012
Course Control Number (Non-1Ls): 49604

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 question 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 Sim Avila at INSTRUCTOR BIOGRAPHY: Simão (Sim) J. Ávila, is Senior Counsel, National Legal Department for Kaiser Permanente. Prior to joining Kaiser Permanente, Mr. Avila was labor and employment counsel for the Office of General Counsel, University of California, and was previously a partner with Littler Mendelson where he represented private and public sector clients on nearly all aspects of employment and labor law. Among his various duties, Mr. Avila advises Human Resources personnel on preventative steps to avoid claims of negligent hiring, supervision and retention, claims of discrimination and harassment (sex, sexual orientation, race, color, age, medical condition and disability, national origin, ancestry, religious creed and marital status), wrongful discharge, breaches of contract and implied covenants and compliance with affirmative action. Mr. Avila lectures at Leland Stanford University, Law School (Gould Center) and at University of California “ Boalt Hall on negotiations and ADR. Mr. Avila obtained his JD degree from the University of Santa Clara School of Law in 1983. He was a comments editor for Santa Clara Law Review, which published an article he authored, entitled The Erosion of the Exclusionary Rule. Mr. Avila has presented on various subjects at professional conferences and speaks regularly on pertinent labor and employment issues dealing with the complexities of today’s diverse workforce. To assist employers with one of those difficult contemporary challenges, while at Littler Mendelson, he co-authored a handbook entitled, Terror and Violence in the Workplace. Mr. Avila is also co-author in A Litigator’s Guide to Effective Use of ADR in California published by Continuing Education of the Bar (CEB).

This course satisfies the Skills Requirement.

Exam Notes: P+
Course Category: Advocacy Skills Courses
This course is cross-listed in the following categories:
Litigation and Procedure
Negotiation and Dispute Resolution

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Required Books are in blue

  • Bargaining for advantage
    G. Richard Shell
    Publisher: New York : Viking, 1999.
    ISBN: 9780670881338
    Copyright Date: To Be Determined
    Price: $0.94
    Note: prices are sampled from internet bookstores. Folletts prices are unavailable at this time.
  • Difficult conversations
    Douglas Stone, Bruce Patton, Sheila Heen
    Publisher: New York, N.Y. : Penguin Books, 2000, c1999.
    ISBN: 9780786511037
    Copyright Date: To Be Determined
    Price: To Be Determined

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