Negotiation

Section 1, Fall 19

Schedule Information

Enrollment: 30/30
Credits: 3
Day Time Room Start Date End Date
  • W
  • W
  • W
  • W
  • 1000-1230
  • 1000-1230
  • 1000-1230
  • 1000-1230
  • SL268
  • SL276
  • SL278
  • SL290
08/28/2019 12/04/2019

Course Description

As a lawyer, you will negotiate every day, and not just on behalf of clients in matters like business deals or criminal plea bargains. You will negotiate with colleagues as you hash out the details of your work assignments, with potential employers over salary and compensation issues, and with those outside of work in settings as routine as choosing which movie to watch or as significant as buying a home. This class will provide you the chance to hone your negotiation skills through a series of role-play simulations from a range of settings, including simple buyer-seller bargains to complex multi-issue, multi-party negotiations. Because of your legal training, others will expect that you can negotiate zealously and effectively without burning relationships, a balance difficult to strike for even the most experienced lawyers. The goals of this class are (i) to introduce students to negotiation theory, with a focus on the "collaborative" negotiation method used by most successful negotiators today; (2) to learn about yourself and your effectiveness in a variety of negotiation settings; (3) to improve your ability to understand and predict the behavior of others during a negotiation; (4) to build confidence in your negotiation skills. The class will be graded based on your class participation, including your participation in the negotiation exercises and debriefing sessions (33%); a series of short reflection memos to be turned in throughout the semester demonstrating how you prepared for the negotiation and what happened during the exercise (33%); and a final 8-12 page paper analyzing the final multi-party negotiation exercise we will do in class. (33%) (More information about the writing assignments appears on the course syllabus.) The outcomes of your negotiations will be tracked so that you can compare your outcomes with others in the class, but will not affect your grade in the course. However, your preparation and the quality your participation in the negotiation exercises are vital to the success of the class and will be reflected in your grade. This class is taught largely through simulations. For each case, you will be assigned a particular role, and you will be given background materials, instructions and (often) confidential information to aid you in your preparation. CLASS ATTENDANCE IS MANDATORY because your absence will strand other classmates who were assigned to negotiate with you. If you anticipate that you will miss class, you should not enroll in this course. Several of the negotiation exercises will be completed outside of class time.

Course Requirements

Exam Info:
Midterm Type (if any): None
Description: None

Final Type (if any): None
Description: None

Written Work Product
Written Work Product: Students will submit three 5-7 page papers during the course of the semester. A final 8-12 page paper will be due via EXPO by noon on the last day of the final exam period.

Other Work

Other Course Details
Prerequisites: Because the credits in this course count toward the JD Program Professional Skills requirement, JD candidates will be given enrollment priority for this class. Concurrencies: None
Mutually Exclusive With: Negotiations (GBUS 8930)
Laptops Allowed: Yes
First Day Attendance Required: Yes
Course Notes: Attendance at every class is mandatory. Enrolled students who do not attend the first class session will be disenrolled in accordance with Academic Policy. Students will participate in negotiation simulations both in class and outside of class time. Students may not share "confidential" materials with others with whom they are negotiating.

Graduation Requirements

*Satisfies Writing Requirement: No
**Credits For Prof. Skills Requirement: Yes
Satisfies Professional Ethics: No

*Yes means professor requires everyone in the course to submit a substantial research paper (which is the requirement standard in Academic Policies), so no paperwork required to be submitted to SRO. No means student must timely submit paperwork to SRO if intending to use a paper in this course to satisfy the Writing Requirement.

**Yes indicates course credits count towards UVA Law’s Prof. Skills graduation requirement, not necessarily a skills requirements for any particular state bar.

Schedule No.
119819569
Law No.
LAW7144
Modified Type
Practicum
Cross Listed: No
Cross-Listed Course Mnemonic:
Concentrations: Litigation and Procedure
Public Syllabus Link: None
Evaluation Portal Via LawWeb Opens: Sunday, November 24, 12:01 AM
Evaluation Portal Via LawWeb Closes: Friday, December 06, 11:59 PM
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