Spring 2020 Course Schedule

Lawyer Bargaining (LAW-651-001)
Joseph Kaplan

Meets: 06:00 PM - 08:50 PM (Tu) - Yuma - Room YT16

Enrolled: 15 / Limit: 16 / Waitlist: 3

Administrator Access


Because this is an "experiential" course, class attendance is essential and required. The role plays, and de-briefings, generally happen during class. If you know in advance that you have planned absences that may have you missing class, this course may not be a proper fit for you at this time. Grades are negatively impacted by absences. If you have any questions about my syllabus, or about the course in general, do not hesitate to reach out to me. (Feel free to seek out my former students as well. (I taught this course most recently Fall 2019). I look forward to a great experiential course with you where we will learn, and have some fun doing it!


This course is about the theory, process, skills, and ethics of negotiation. Through exercises, role plays and discussions, you will learn to negotiate using various bargaining strategies and styles and negotiation skills, tactics and techniques. The role plays will provide practical, hands-on negotiation experience in a variety of settings. The goal is for the students to gain experience and confidence managing difficult or stubborn opponents, developing effective themes and strategies to get better results for your clients, and becoming a more persuasive, ethical negotiator.

Textbooks and Other Materials

The textbook information on this page was provided by the instructor. Students should use this information when considering purchases from the AU Campus Store or other vendors. Students may check to determine if books are currently available for purchase online.

Getting to Yes, 3rd Fisher, Ury and Patton, Penguin (2011)
Lawyer Negotiation 3rd Folberg and Golann; Aspen Publishers (2016)

First Class Readings

Getting to Yes (entire book to be completed prior to 1st class)
Folberg Text, Chapter 1


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