Course Page for Spring 2017 - Heymann, S. Richard
This course helps students develop their skills and performance as negotiators. This is an experiential learning course with substantial use of critiqued simulation exercises including recorded and individually critiqued exams. Student will study and practice techniques, processes and strategies of effective negotiation behavior in a number of setting that simulate legal practice. An intensive negotiations course involves substantial interpersonal engagement. Such engagement facilities self reflection and relevant insight about oneself as negotiator as a negotiator.
By the end of this course, students should:
Be able to recognize (and know how to deal with) key issues that are intrinsic to virtually all contexts in which lawyers negotiate.
Learn how to prepare and why preparation is so important (and not just in negotiations).
Learn how to craft successful strategies that enable parties to satisfy their respective priorities by combining creativity with a realistic assessment of the parties’ goals, needs and leverage.
Appreciate the importance of “making sense” (a matter of substance, not style) and learn to make sufficient sense when articulating one’s own positions that the “other side” will understand why you are unlikely to abandon them.
Recent Offerings of this course by this instructor
Course Page for Spring 2017 - Phillips, Megan, Hahn, Erin
This course examines both negotiation and mediation as they are used to put deals together, resolve disputes and settle legal claims. Students learn about competitive bargaining and collaborative problem solving and acquire insight into the management of the tension between these approaches. Through simulated exercises, students develop skills and confidence as negotiators, including an awareness of the psychological aspects of dispute resolution and barriers to consensus. The course involves substantial interpersonal engagement. The first half of the course will focus on development of each student's individual negotiation skills. The second half of the course will delve into the mediation process and techniques both from the perspective of mediators and lawyers who represent clients in mediation. Several practicing lawyers will share their personal experiences in both negotiation and mediation settings. This is a 2-credit, mandatory pass/fail, limited enrollment course. Evaluation of students will be based on class participation, completion of assignments, regular class attendance and participation in negotiation and mediation simulations which may be scheduled outside regular class meetings.
Learning Outcomes –
1. Understand techniques to prepare clients for both negotiation and mediation.
2. Know how to draft a negotiation plan.
3. Understand a negotiation from both the client’s and the opponent’s perspective, particularly with respect to leverage, interests and potential concessions.
4. Have demonstrated ability in negotiating in 1-on-1 and group settings.
5. Learn how to write a mediation statement.
6. Feel comfortable representing a client in mediation.