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245 sec. 2 - Negotiations (Fall 2014)

Instructor: Jessica Notini  (view instructor's profile)
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Units: 3
Meeting Time: M 10:00-12:40
Meeting Location: 107

Course Start: August 25, 2014
Class Number (formerly Course Control Number) (Non-1Ls): 49655

Mastery of negotiation is a life skill in that we all negotiate every day with colleagues, bosses, domestic partners, friends, clients and many others. This workshop is a dynamic mix of theory, demonstration, skills exercises and roleplay practice intended to increase your confidence and effectiveness in any negotiation you undertake. We explore critical negotiation theory such as competitive versus collaborative approaches and identification of motivating interests to improve both your approach to negotiation and the quality of your outcomes. We continue with the essentials of thorough preparation for a negotiation including setting specific targets, identifying sources of influence and defining the point of walk away with reference to a methodical alternatives analysis. While building this negotiation framework, we define and practice critical communication and influencing skills. We also outline a practical framework so that you have a clear map of an effective negotiation process. Participants should leave the workshop with a solid foundation for more principled, persuasive and successful negotiation in a variety of contexts.

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.

Requirements Satisfaction:

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: $6.37
    Note: prices are sampled from internet bookstores. Folletts prices are unavailable at this time.
  • Difficult conversations
    Douglas Stone, Bruce Patton, Sheila Heen
    Publisher: London : Penguin, 2000, c1999.
    ISBN: 9780140277821
    Copyright Date: To Be Determined
    Price: 2.04
    Note: prices are sampled from internet bookstores. Ned's prices are unavailable at this time.

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