Fall 2014
    Law No.: LAW7625
    Sched. No.: 114820965

Negotiation Institute (SC)
Section 1
Craver, Charles B.

Administrative Information:
During SIS enrollment, check on SIS for real-time enrollment numbers
Days, Times (Room):S, 0900-1700 (WB152)
Credits:1Type:Lecture - short course
Capacity:120 **This information is current as of 05/21/2015 06:15:02 AM**
Current Enrollment:120 **This information is current as of 05/21/2015 06:15:02 AM**

Course Description:

NOTE: This course meets from 9:00 a.m. to 5:00 p.m. on two consecutive Saturdays, September 20 and 27, 2014.

This course examines the negotiation process employed regularly by legal practitioners. It covers the different stages of the negotiation process, negotiator styles, verbal and non-verbal communication, negotiation techniques, the impact of gain/loss framing on participant risk aversion, and other factors that influence negotiation interactions. The course evaluates the negotiation process from both a theoretical and a practical perspective. Distributive and cooperative bargaining encounters are explored to demonstrate the relevance of both. The impact of cultural stereotypes is explored, with an analysis of public and private international negotiation transactions. Students will engage in a number of negotiation exercises designed to highlight various factors relevant to bargaining interactions. The course is graded on a Credit/No-Credit basis and the credit will be included in calculating the 86 credits required for graduation.

ATTENDANCE REQUIREMENT: Attendance during the entire class sessions is mandatory. Students who miss even a portion of a Saturday session will receive an NC (No Credit) grade.
COURSE REQUIREMENT: Students will participate in negotiation exercises during both Saturday class sessions and complete a negotiation exercise during the week between the two Saturday class sessions.

This course is on the professional skills course list.