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245 sec. 3 - Negotiations (Fall 2012)

Instructor: Jessica Notini  (view instructor's profile)
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Units: 3
Meeting Time: M 3:35-6:15
Meeting Location: 141

Course Start: August 27, 2012
Course Control Number (Non-1Ls): 49610

Primarily through interactive discussion, skill-building exercises and role play ("learning by doing"), the course covers alternative approaches to negotiation and the requisite skills associated with each. The course explores adversarial versus collaborative negotiation, the tensions between distributive and integrative bargaining, and best practices for effective negotiation in a variety of contexts, with different personalities. Students negotiate mock problems against each other based on a prepared set of facts. Negotiations are reviewed by group discussion and one videotape review. Among the topics addressed are: preparation and client counseling; tactics and countermeasures, including first offer and demand patterns as well as concession strategies; communication skills, including, questioning, and active listening; psychological barriers to conflict resolution; competitive v. cooperative styles and techniques; and ethical issues.

Enrollment is limited to 16 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 Jessica Notini by telephone (925) 938-5011, or by e mail at

This course satisfies the Skills Requirement.

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

The following file is available for this course:

First Assignment

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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: $5.19
    Note: prices are sampled from internet bookstores. Folletts prices are unavailable at this time.
  • Difficult Conversations
    Douglas Stone, Bruce Patton, Sheila Heen, Roger Fisher (Foreword)
    Publisher: Penguin (Non-Classics)
    ISBN: 9780143118442
    Copyright Date: To Be Determined
    Price: 6.08
    Note: prices are sampled from internet bookstores. Ned's prices are unavailable at this time.

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