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

245 sec. 4 - Negotiations (Spring 2014)

Instructor: Emily Epstein  (view instructor's teaching evaluations | profile)
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Units: 2
Meeting Location: 130
Class Number (formerly Course Control Number) (Non-1Ls): 49682

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 interrogate traditional measures of success, evaluate their own skills, work closely with one another, and receive individualized feedback from the professor.

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. Enrollment is limited to 20 students. If you have questions, please contact Emily Epstein at

This class will meet on the following dates: Jan. 11, Feb. 8, March 1, and April 5, from 9am-5pm. The length of the assignments will reflect the credit requirement. Attendance and participation at all scheduled classes is mandatory.

Class meets in Room 130.

Emily F. Epstein specializes in teaching negotiation, facilitation, mediation, and communication skills. She is currently a lecturer at the University of California at Berkeley School of Law. In the past, she has served as associate faculty at Harvard Law School’s Program on Negotiation and adjunct faculty at the Georgetown University Law Center. She is also the owner of Oakbay Consulting, a company that teaches negotiation and communication skills to corporations and non-profits worldwide.

For over dozen years, Ms. Epstein has taught conflict management skills to professionals in a wide range of public and private sectors, including education, financial services, law, insurance, health services, construction, real estate, and scientific research. She has delivered hundreds of trainings throughout Asia, the Middle East, Europe, and the Americas. Representative clients include Deutsche Bank, Aspen Insurance, Nokia, Child Soldiers International, the Equal Employment Opportunity Commission, the Swiss Consulate, and the Peninsula Conflict Resolution Center. Emily Epstein's speaking engagements include the Association of Legal Administrators, New England Women in Real Estate, Harvard Law School, Harvard Kennedy School of Goverment, KNBR Radio, and dozens of law firms.

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

  • 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. Folletts prices are unavailable at this time.
  • Getting to Yes
    Roger Fisher, William L. Ury, Bruce Patton,
    Publisher: Penguin (Non-Classics)
    ISBN: 9780143118756
    Copyright Date: To Be Determined
    Price: 17.97
    Note: prices are sampled from internet bookstores. Ned's prices are unavailable at this time.

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