Law Schedule of Classes

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


245 sec. 002 - Negotiations (Fall 2023)

Instructor: Em Landon  
View all teaching evaluations for this course - degree students only

Units: 3
Grading Designation: Graded
Mode of Instruction: In-Person

Meeting:

Th 6:25 PM - 9:05 PM
Location: Law 111
From August 24, 2023
To November 30, 2023

Course Start: August 24, 2023
Course End: November 30, 2023
Class Number: 31611

Enrollment info:
Enrolled: 12
Waitlisted: 0
Enroll Limit: 16
As of: 02/07 02:03 PM


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 class is a dynamic mix of theory, demonstration, skills exercises and role play practice intended to increase your confidence and effectiveness in any negotiation you undertake. We explore critical negotiation theory 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 class with a solid foundation for more principled, persuasive, and successful negotiation in a variety of contexts.


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.


Requirements Satisfaction:


Units from this class count towards the J.D. Experiential Requirement.


Exam Notes: (T) Course ends in a final practice trial, arguments, or other presentation (e.g. Powerpoint)
Course Category: Simulation Courses

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Readers:
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Books:
Required Books are in blue

  • The Mind and Heart of the Negotiator
    Leigh Thompson
    Edition: 7th ed, 2020
    Publisher: Pearson
    ISBN: 9780135197998
    e-Book Available: unknown
    Price: $39.96
    Note: prices are sampled from internet bookstores. Law-school Bookstore prices are unavailable at this time.
  • Difficult Conversations: How to Discuss what Matters Most
    Bruce Patton, Douglas Stone, Sheila Heen
    Edition: 2011
    Publisher: Viking
    ISBN: 9780670921348
    e-Book Available: unknown
    Copyright Date: To Be Determined
    Price: 15.74
    Note: prices are sampled from internet bookstores. Law-school Bookstore prices are unavailable at this time.
  • Getting to Yes: Negotiating Agreement Without Giving in
    Roger Fisher, William Ury, Bruce Patton
    Edition: 3d 2011
    Publisher: Penguin Paperbacks
    ISBN: 9780143118756
    e-Book Available: unknown
    Copyright Date: To Be Determined
    Price: 18.00
    Note: prices are sampled from internet bookstores. Law-school Bookstore prices are unavailable at this time.

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