Apart from their assigned mod courses, 1L students may only enroll in courses offered as 1L electives. A complete list of these courses can be found on the 1L Elective Listings page. 1L students must use the 1L class number listed on the course description when enrolling.
245 sec. 001 - Negotiations (Spring 2021)
Instructor: Shirish Gupta (view instructor's teaching evaluations - degree students only)
View all teaching evaluations for this course - degree students only
Units: 3
Grading Designation: Graded
Mode of Instruction: Remote Instruction
Meetings:
Tu 10:00 AM - 12:40 PM
Location: Internet/Online
From January 19, 2021
To April 30, 2021
Sa 09:00 AM - 12:00 PM
Location: Internet/Online
On 2021-04-03
Course End: April 30, 2021
Class Number (1Ls): 31664
Class Number: 31664
Enrollment info:
Enrolled: 13
Waitlisted: 0
Enroll Limit: 16
As of: 05/08 05:45 AM
This seminar is designed to teach students to become better negotiators and to represent clients effectively in both transactional and dispute resolution settings. The structure of the course emphasizes both theoretical and experiential learning. Since negotiation is something you learn by doing, we will engage in hands-on negotiation simulations throughout the course. These simulations are designed to enhance your skills, demonstrate concepts, and provide you with opportunities to experiment with various negotiation techniques. In addition, we will discuss theories of negotiation and use them to analyze the simulated negotiations. As a result, we will move back and forth between theory and practice, applying lessons from theory to our negotiation practice, and drawing lessons from our experience to critique theory.
One Saturday class will be held April 3, 2021 9am-noon. Please contact Shirish Gupta for more details.
Due to the nature of this class, real-time attendance is required (without an alternative way to earn equivalent credit) except in cases of illness or emergency.
Real-time attendance at the first class is mandatory for all currently enrolled and waitlisted students; any currently enrolled or waitlisted students who are not present on the first day of class (without prior permission of the instructor) will be dropped. The instructor will continue to take attendance throughout the add/drop period and anyone who moves off the waitlist into the class must continue to attend or have prior permission of the instructor in order not to be dropped.
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Requirements Satisfaction:
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Exam Notes: (None) Class requires a series of papers, assignments, or presentations throughout the semester
Course Category: Simulation Courses
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Readers:
No reader.
Books:
Required Books are in blue
- Bargaining for Advantage: Negotiation Strategies for Reasonable People
G. Richard Shell
Publisher: Penguin
ISBN: 9780143036975
e-Book Available: Yes
e-Book procurement note: https://www.penguinrandomhouse.com/books/298835/bargaining-for-advantage-by-g-richard-shell/
Copyright Date: To Be Determined
Price: $24.99
Price Source: user provided - Dealmaking: The New Strategy of Negotiauctions
Guhan Subramanian
ISBN: 9780393358391
e-Book Available: Yes
e-Book procurement note: https://www.amazon.com/Dealmaking-Strategy-Negotiauctions-Guhan-Subramanian/dp/0393339955
Copyright Date: To Be Determined
Price: 11.26
Price Source: user provided - Getting to Yes: Negotiating Agreement Without Giving in
Roger Fisher, William Ury, Bruce Patton
Publisher: Penguin Paperbacks
ISBN: 9780143118756
e-Book Available: Yes
e-Book procurement note: https://www.amazon.com/Getting-Yes-Negotiating-Agreement-Without/dp/0143118757
Copyright Date: To Be Determined
Price: 8.69
Price Source: user provided - Influence, the Psychology of Persuasion
Cialdini
Edition: 2006
ISBN: 9780061241895
e-Book Available: Yes
e-Book procurement note: https://www.amazon.com/Influence-Psychology-Persuasion-Robert-Cialdini/dp/006124189X
Copyright Date: To Be Determined
Price: 10.99
Price Source: user provided