Lawyer Bargaining (LAW-651-001)
Melanie Mfume
Meets: 06:00 PM - 08:50 PM (Tu) - Warren - Room N101
Enrolled: 16 / Limit: 18
Notices
There are no notices at this time.
Description
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.
This course is premised on the belief that there are principles, models and theories of lawyer negotiation that are critical to an understanding of negotiating skills. The readings and discussions in this course will expose you to this body of knowledge. However, the best way to understand the theories and skills is to actually practice them, so in this course each student will be given the opportunity to practice these skills by negotiating simulated cases against and/or with other students in the course. Most of the role plays will take place during class. However, some role plays, and/or role play preparation or debriefing, may be assigned to be performed outside of class.
Please let yourself get into the roles, prepare and take them seriously. Role plays provide an opportunity to experience the process, experiment and receive feedback. Because participating in the role plays is essential, attendance is required.
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.
Required Text:
Lawyer Negotiation, 3rd edition – Folberg and Golann, Aspen Publishers 2016
Getting to Yes, 3rd edition – Fisher, Ury and Patton, Penguin 2011
First Class Readings
No reading assignments.
Syllabus
Use your MyAU username and password to access the syllabus in the following format(s):
Adobe Acrobat (PDF)