245 sec. 002 - Negotiations (Fall 2023)
Instructor: Em Landon (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:
Th 6:25 PM - 9:05 PM
Location: Law 111
From August 24, 2023
To November 30, 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.
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Requirements Satisfaction:
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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:
No reader.
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.