NOTE: Course offerings change. Classes offered this semester may not be offered in future semesters.

245 sec. 4 - Negotiations (Fall 2013)

Instructor: Rochael Soper  (view instructor's teaching evaluations | profile)
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Units: 3
Meeting Time: Th 3:35-6:15
Meeting Location: 240

Course Start: August 22, 2013
Class Number (formerly Course Control Number) (Non-1Ls): 49577

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 negotiations. Students will learn how to prepare for, conduct, and review negotiations systematically. Class exercises will cover preparation, creating and claiming value, creative problem solving, client counseling, difficult tactics, ethical issues, and communication skills. The intensive nature of this class provides students with an opportunity to learn and integrate valuable interpersonal skills, evaluate and improve their own skills, work closely with one another, and receive feedback from the professor and colleagues.

Attendance and participation at all scheduled classes is mandatory. Please note that there will be a mandatory Saturday class on November 9 or 16 (TBD) during which the students will conduct a team negotiation across the table from students from another law school or another negotiation class at Boalt. This team negotiation is a culmination of the learnings throughout the semester and a significant portion of the overall grade. If students are unable to attend the Saturday class on November 9 or 16, it is recommended that the student enrolls in another section of Negotiations that does not have the mandatory Saturday class.

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. Enrollment is limited to 16 students and all interested students, whether enrolled or on the wait list, should attend the first session at which time enrollment will be confirmed. Enrolled students who are not present during the first class may be dropped at the instructor's discretion. If you have questions, please contact Rochael Soper at

Rochael Soper has been negotiating commercial transactions since 1998 and teaching negotiations since 2008. She currently serves as Outside General Counsel for international design firm IDEO, lecturer at the University of California at Berkeley School of Law, and adjunct professor at UC Hastings College of the Law. She is a 1997 graduate of Duke Law School in Durham, North Carolina. She also attained her LLM in International and Comparative Law from Duke Law School in 1998. She is currently writing a book on negotiation and the internal emotional landscape.

This course satisfies the Experiential Requirement.

Exam Notes: T
Course Category: Simulation Courses

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: $6.37
    Note: prices are sampled from internet bookstores. Folletts prices are unavailable at this time.
  • Beyond Winning
    Robert H. Mnookin, Scott R. Peppet, Andrew S. Tulumello,
    Edition: 2004
    Publisher: Belknap Press
    ISBN: 9780674012318
    Copyright Date: To Be Determined
    Price: 26.50
    Price Source: user provided
  • Getting to yes
    by Roger Fisher and William Ury; with Bruce Patton, editor
    Edition: 3rd
    Publisher: VP
    ISBN: 9780143118756
    Copyright Date: To Be Determined
    Price: 16.00
    Price Source: user provided

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