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. 004 - Negotiations (Spring 2021)
Instructor: Jasper Kim (view instructor's teaching evaluations - degree students only)
View all teaching evaluations for this course - degree students only
Grading Designation: Graded
Mode of Instruction: Remote Instruction
- Sa 09:00 AM - 6:00 PM
From January 23, 2021
To February 06, 2021
Course End: February 06, 2021
Class Number (1Ls): 32164
Class Number: 32164
Enroll Limit: 21
As of: 05/08 05:45 AM
This course will be offered in an entirely online format focusing on “e-negotiations” (although the course concepts can be applied to both online and in-person negotiations), and meets three (3) times only: January 23, January 30, and February 6 (each day falling on a Saturday, 9:00am-6:00pm, with an approximately hour break for lunch). Attendance and participation in all three course sessions is mandatory. The afternoons will primarily be used for negotiation simulations (preparation, negotiation, and post-game analysis), which will be one of many key interactive course features.
How do you strategically prepare for a successful negotiation, including online e-negotiations? How do you persuade people? Should you aim to “win” in negotiations? Are negotiators driven by emotion or rationality? How do you recognize and rectify implicit biases? What is a “fair” outcome? And what is the right balance between “competition” and “cooperation”? To create a roadmap to think about these issues, this highly interactive course provides a framework to “think like a negotiator” from both a domestic and international business perspective. The simulations utilized in the course, similar to other simulation-driven courses elsewhere, are a “for example” of one of many contextual ways in which the course concepts can be applied. The simulations rely on “first principles” with purposely simple and decluttered fact patterns to allow you to focus on specified persuasion principles each week. These persuasion principles can and should be subsequently scaled up in terms of context and complexity for your legal or non-legal career.
Each course session will involve active engagement in a variety of negotiation - related scenarios - including negotiation simulations, actionable concepts, and experiential exercises - with a focus on “e-negotiations” (online negotiations; Zoom, email, social media, texts, and digital messaging platforms). You will also have the opportunity to learn different conceptual frameworks underlying negotiation theory and practice, including positional bargaining, integrative bargaining, communication skills, psychological influences, and negotiation power, which apply to both online e-negotiation and in-person negotiation contexts.
Throughout this course, you will learn various strategies on how to get others to want what you want through persuasion, sway, and influence underlying your negotiations. As part of this, you will develop broad tools to constantly improve as negotiators by asking the right questions, framing issues, and negotiating with others with different skill sets, perceptions, experiences, and backgrounds. Ultimately, this course may help you to learn more about yourself.
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.
Jasper Kim is a scholar-consultant based in California and Korea, with particular expertise in negotiations, and the structuring of capital markets instruments for social impact. He is Director of the Center for Conflict Management at the Graduate School of International Studies at Ewha University and is a Senior Fellow at the University of Melbourne. He served as invited faculty for the Supreme Court of Korea and is an Arbitrator for the Korea Commercial Arbitration Board. In addition, he is the founder of Asia-Pacific Global Research Group, a consultancy focused on policy trends. He was also a visiting scholar at Harvard Law School and Stanford University. Previously, he held key positions in fixed-income and structured products with Barclays Capital, Credit Suisse and Lehman Brothers. He is a contributor to various media, including the BBC, Bloomberg, CNN and The Wall Street Journal. He received a M.Sc. degree from the London School of Economics, a J.D. from Rutgers Law School, a M.B.A. from the University of London and M.Sc. in Taxation from Christ Church, University of Oxford (Faculty of Law and Said Business School).
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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Required Books are in blue
- Persuasion: The Hidden Forces That Influence Negotiations
Edition: 2018 (1st ed)
Publisher: Routledge Press
e-Book Available: Yes
e-Book procurement note: https://www.amazon.com/Persuasion-Influence-Negotiations-Routledge-Management-ebook/dp/B07C9GGV43
Copyright Date: To Be Determined
Price Source: user provided