This will be an interactive course on both the theory and practice of negotiation, in which students will read portions of the required texts on a weekly basis and will participate in a series of exercises and assessments (teacher, peer and self) of negotiation strategies. Through role-playing simulations, class discussions, reading assignments, and regular writing exercises, the course will examine the basic stages of a negotiation; the major tensions at play in negotiations; specific topics such as distributive bargaining, interests versus positions, and power dynamics; value-creating, active listening, empathizing with the other parties position, and problem-solving techniques; ethical issues that may arise; and the management of communication and emotional aspects of negotiations. There will also be an emphasis on effective drafting of negotiated agreements.Students who took Intro to Negotiations in their 1L year cannot take this course.
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