Lawyer Bargaining (LAW-651-002)
Because this is an "experiential" course, class attendance is essential and required. Much of the role plays, and de-briefings, 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.
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 various negotiation settings, 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); and Lawyer Negotiation 3rd Folberg and Golann; Aspen Publishers (2016)
First Class Readings
Getting to Yes, 3rd Fisher, Ury and Patton, Penguin (2011) (yes, the entire book ... it's short); and Chapter 1 Lawyer Negotiation 3rd Folberg and Golann; Aspen Publishers (2016). NOTE: The syllabus provided below is from Spring 2019 semester.
Use your MyAU username and password to access the syllabus in the following format(s):