Spring 2020
5381 Legal Negotiations - HUGHES/LEISSNER- 12379

Professor(s): Robert Hughes (ADJUNCT)
Tracy  Leissner (ADJUNCT)

Credits: 3

Course Areas: Blakely Advocacy Simulation 

Time: 6:00p-9:00p  M  Location: 111  TUII

Course Outline: We live in a society of competing and yet interdependent interests that create a need for negotiation to peacefully craft stable agreements, advance mutual interests, build trust, and construct understanding in complex and sometimes unstable environments.

To help you develop the understanding and skills necessary to respond to this challenge, we will look at the process of negotiation through three levels of inquiry:

First, we examine how negotiators manage their interactions in strategic bargaining and ask, “Why do we get one deal rather than another?”

Second, we will consider how negotiators may construct relationships of trust and create opportunities for mutual gain and ask, “Can we shape the game we play?”

Third, we conclude by examining the ways that additional parties, multiple issues and public participation may influence negotiation practice by asking, “How does complexity affect the game?”
By exploring these questions, we hope to accomplish two goals:

First, we hope you will develop skills that will make you a better negotiator.

Second, we hope to help you understand negotiation in terms of learning, rationality, ethics, organizational behavior, and other fields. In more substantive terms, this course should help you diagnose conflict, prepare to negotiate, negotiate purposefully and thoughtfully, and critically evaluate outcomes and experiences.

We will examine a variety of contexts and problems that create a need for negotiation. We will raise questions about what it means to negotiate well. We will explore a systematic approach to negotiation to apply when your interests or beliefs are in tension with others’ and you cannot act unilaterally.

You will have the opportunity to experiment with this approach and to try alternative approaches in negotiation exercises. These exercises form the core of the course. We will use the exercises to examine concepts and analytic approaches. We suggest you approach this course as a research seminar, in which the common experience of negotiating with each other provides the substantive basis for our analysis. At the same time, you should expect to finish the course as a more effective negotiator.

Course Syllabus: Syllabus revised 12/10/19

Course Notes:   Quota= 24


First Day Assignments:

Final Exam Schedule: Jour/Paper      

This course will have:

Satisfies Skills Course Requirement: Yes
Satisfies Senior Upper Level Writing Requirement: No

Experiential Course Type: simulation

Bar Course: No

DistanceEd ABA 306:

Pass-Fail Student Election:

Course Materials (10/21/2019 11:28:51 AM)

Book(s) Required

a. Roger Fisher and William Ury, Getting to Yes Negotiating Agreement without Giving In, Penguin Books 3rd edition 2011
b. Korobkin, R., Negotiation Theory & Strategy, Third Edition, Aspen Law and Business, 2014