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245 sec. 1 - Negotiations (Spring 2014)

Instructor: Jessica Notini  (view instructor's profile)
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Units: 3
Meeting Time: M 10:00-12:40
Meeting Location: 111

Course Start: January 06, 2014
Class Number (formerly Course Control Number) (Non-1Ls): 49673

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.

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

Jessica Notini is Principal of Notini Mediation & Facilitation Services. She mediates a wide variety of cases, with an emphasis in Probate & Estate, Conservatorship and Employment matters. She is an international trainer of mediation and negotiation, and an Adjunct Professor for Stanford, Boalt and Hastings law schools and the Mills women’s business school in California. She is past Chair of the California State Bar Alternative Dispute Resolution Committee and past President of the Northern California Mediation Association. She is Senior Consultant with Accordence, Integrated Management Associates and Lax & Sebenius Negotiation groups. She received the 2012 Don Weckstein Memorial Award from the California Dispute Resolution Council for her leadership in the field of alternative dispute resolution. Her J.D. is from the University of Michigan, with honors of magna cum laude and the Order of the Coif.

This course satisfies the Experiential Requirement.

Exam Notes: P+
Course Category: Simulation 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: $17.00
    Price Source: user provided
  • Difficult Conversations
    Douglas Stone, Bruce Patton, Sheila Heen, Roger Fisher (Foreword)
    Publisher: Penguin (Non-Classics)
    ISBN: 9780143118442
    Copyright Date: To Be Determined
    Price: 16.00
    Price Source: user provided

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