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. 002 - Negotiations (Spring 2022)
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: In-Person
Meeting:
Tu 3:35 PM - 6:15 PM
Location: Law 111
From January 11, 2022
To April 22, 2022
Course End: April 22, 2022
Class Number (1Ls): 31490
Class Number: 31490
Enrollment info:
Enrolled: 20
Waitlisted: 0
Enroll Limit: 20
As of: 07/19 11:58 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.
Attendance at the first two weeks of class sessions is mandatory for all currently enrolled and waitlisted students; any currently enrolled or waitlisted students who are not present during the first two weeks of class (without prior permission of the instructor) may be dropped without notice. The instructor can 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 risk being dropped without notice.
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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
If you are the instructor or their FSU, you may add a file like a syllabus or a first assignment to this page.
Readers:
No reader.
Books:
Required Books are in blue
- Bargaining for Advantage: Negotiation Strategies for Reasonable People
G. Richard Shell
Edition: 2006
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: $18.00
Price Source: user provided - Dealmaking: The New Strategy of Negotiauctions
Guhan Subramanian
Edition: 2d ed., 2020
Publisher: Norton
ISBN: 9780393358391
e-Book Available: Yes
e-Book procurement note: https://www.vitalsource.com/products/dealmaking-the-new-strategy-of-negotiauctions-guhan-subramanian-v9780393541175
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
Edition: 2011
Publisher: Penguin Paperbacks
ISBN: 9780143118756
e-Book Available: Yes
e-Book procurement note: https://www.penguinrandomhouse.com/books/324551/getting-to-yes-by-roger-fisher-and-william-ury/
Copyright Date: To Be Determined
Price: 18.00
Price Source: user provided - Influence, the Psychology of Persuasion
Cialdini
Edition: 2006
Publisher: Harper Business
ISBN: 9780061241895
e-Book Available: Yes
e-Book procurement note: https://www.amazon.com/Influence-Psychology-Persuasion-Robert-Cialdini/dp/006124189X/ref=sr_1_1?keywords=9780061241895&qid=1636231908&sr=8-1
Copyright Date: To Be Determined
Price: 10.99
Price Source: user provided