Spring 2022 Course Schedule

Lawyer Bargaining (LAW-651-001)
Melanie Mfume

Meets: 06:00 PM - 07:20 PM (TuTh) - Warren - Room NT01

Enrolled: 17 / Limit: 18

Administrator Access


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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.

Lawyer Negotiation 3rd, Folberg and Golann; Aspen Publishers (2016)

Getting to Yes, 3rd, Fisher, Ury and Patton; Penguin (2011)

First Class Readings

Welcome to Lawyer Bargaining! In preparation for our first week, please:

1) Review the Class Policy and Guidelines under Course Materials; and

2) Read Chapter 1 in Folberg and start Getting to Yes.

Please feel free to email or text with any questions!

Professor Mfume


(202) 870-1019 cell


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