S. Negotiation Workshop

The Negotiation Workshop provides students with a hands-on introduction to the theory and practice of negotiation through weekly role-playing exercises, games, and classroom discussion. The course will consider such topics as integrative and distributive bargaining; developing and deflecting bargaining power; barriers to agreement and ways to overcome them; negotiation ethics; listening, communication, and persuasion skills; representing clients in negotiations; and the role of culture, gender, and race in negotiation.

Students will be expected to prepare for and take part in every role play exercise; to absorb and apply the readings in those simulated negotiations (and in at least one "real-life" negotiation); and to keep a weekly journal analyzing their negotiation experiences. The journal is shared with the professor, who will provide students with weekly feedback on their negotiation performance and, more importantly, their self-critique of that performance. During the course, students will participate in at least one video-recorded negotiation to be reviewed with their professor. The final project is a 90-minute one-on-one negotiation, also video-recorded, which the students will analyze in a 12 to 15-page memorandum.

Because this is a small class that emphasizes experiential learning, with students regularly working in pairs and groups, class attendance is mandatory. But unlike the old saw that half of life is just showing up, just showing up for this class isn't enough. Full-hearted (and full-minded) participation is necessary so that the exercises and simulations feel real, and the learning experience is maximized for all. If you anticipate that conflicting commitments will cause you to miss more than one class session or prevent you from being fully prepared for your simulated negotiation roles, you should take the course during a different term when you will not have such conflicts.

NEW REGISTRATION PROCEDURE:
In past years this course used a special registration procedure, under which students were asked to rank their preference for the course, and then also rank their preferences for every individual section of the course.

Effective Fall 2023, registration for Negotiation Workshop will follow the same process as other courses with multiple sections. Students interested in Negotiation Workshop should prioritize individual sections by listing them as primary or alternate choices via LawNet. Your preferences will be included as part of the course lottery, and the system will register you (or put you on the wait lists) for Negotiation Workshop as it would for other classes. Students can then add their name to the wait list of any additional section of Negotiation Workshop during the Add/Drop period.

Please note: Registered students must attend the first class or obtain advance permission from their instructor to be absent. Waitlisted students are encouraged to attend the first class; in past semesters we have been able to admit all who attended the first class, so long as they were flexible about which section to take.