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Fall 2009
5297 Advanced Negotiation - HEDGES- 33553

Professor(s): Kevin Hedges (ADJUNCT)

Credits: 2

Course Areas: Advocacy - Simulation 

Time: 4:00p-6:00p  T Location: TUII 117 

Course Outline: This course will focus on in-depth analysis, planning and practice of preferred systems and techniques for complex negotiations involving both hard and soft interests. The analytical skills to be emphasized are (1) Identification of Interests, (2) Analysis and improvement of each party's BATNA, (3) Development of options, and (4) Assurance of transparency, implementation and enforcement. Class size is limited to 12 students in order to assure the faculty/student ratio necessary for in-depth analysis and training.

Course Syllabus: Syllabus

Course Notes: Quota = 12  

Prerequisites: YES  Legal Negotiation, participation in the ABA Negotiation Competition, or participation in the ICC International Commercial Mediation Competition.

First Day Assignments:

Final Exam Schedule:    

This course will have:
Exam:
Paper:

Book Requirements:

• (8/7/2009 10:34:03 AM) Title: Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
  Author: Max Bazerman and Deepak Malhotra
  Edition:  Year: 2007 ISBN:  Publisher: Random House
   Softcover book