Negotiation Case

Negotiation is not just a matter of practice or instinct, it is a combination of an art and a science. To learn how to improve our negotiation skills, we need to do several things: (1) learn our strengths and weaknesses as negotiators, (2) understand negotiation theory from the vantage point of various disciplines (law, psychology, and economics to name a few), and (3) put negotiation theory into practice.

Everything we do in this course is geared toward helping you approach future negotiations in a more knowledgeable manner so you can become better lawyer-negotiators. As a result, emphasis will be placed on developing awareness of how one can improve as a negotiator and on helping others improve as negotiators. Hopefully this class will help provide you with a framework for continuing to improve your negotiation skills long after the class has ended.

There is no one right way to negotiate in every situation. Rather, there are different approaches and styles that are sometimes more effective and less effective. For example, while this course's general approach is focused toward interest-based bargaining/problem solving negotiation, there are times when a more competitive or "hard bargaining" approach may be necessary. As you learn to expand your negotiation repertoire, be assured that you will not be penalized for experimenting with different techniques, regardless of the outcome of your negotiation. Since this class provides a relatively risk-free learning environment, feel free to experiment in your negotiations, remembering that learning new skills takes time, prSelf-reflection is a key means of deepening your understanding of yourself as a negotiator, and the Journal Entries are designed to provide you with an opportunity to engage in this kind of reflective learning. You are required to turn in 5 Journal Entries over the course of the semester. Journals are to be handed in via hardcopy at the beginning of class - late journal entries will receive no credit. The journals are intended to be an avenue for honest reflection as you develop knowledge and skills in negotiation. Your journals will be treated with utmost confidentiality. See XIII, below, for specific grading guidelines.actice and patience.