Negotiation

Professor(s)

Semester

2015 Fall

About This Class

Meeting times:  Fridays:  October 2 & October 16; 2:10-6:30. Saturdays: October 3 and October 17; 8:00-6:30.
 
This course will  explore what it means to be an effective negotiator, and the tools needed to improve on this important life skill.  Students will be expected to learn and apply theories from a broad range of disciplines including law, economics, psychology, sociology and management.  These theories will be discussed and debated in class discussions and practiced through highly interactive simulations.  The course examines the dynamics, constraints, and patterns of effective negotiation.  It focuses equally on the use of negotiation in deal-making and dispute resolution.  We will conduct simulations in a variety of contexts.  We will explore how dynamics change when moving from two-party to multi-party negotiations, the added complexity of effectively representing parties in negotiations, and how ethics should influence our behavior.  Readings will need to be completed ahead of time and a final project will be completed after classes.
 
Satisfies skills requirement.
JD/MELP:  Alternative Dispute Resolution.
Method of Evaluation: Performance in simulations, participation in class and a final negotiation (Does not satisfy AWR)
This is a limited enrollment course (24)
 
 

Class Code

ADR6420.A

Subject

Unspecified