Negotiations Bootcamp (Krol)
UFS 9:00AM - 5:00PM
Silverman Hall 240A
Lawyers, regardless of their practice area, need to be able to negotiate effectively—to resolve disputes, make deals, solve problems, promote the public interest, persuade judges, juries, bosses, and colleagues, and assist clients in navigating legal systems. By combining theory and practice, this Bootcamp aims to improve both your conceptual understanding of the negotiation process and your effectiveness as a negotiator so that you can achieve better outcomes. Drawing on research from multiple disciplines (law, business, psychology, etc.), the readings and lectures will provide you with useful theories and frameworks to help you analyze negotiation situations intelligently and choose effective strategies. A significant portion of class time will be spent engaged in negotiation simulations that will give you the opportunity to develop your negotiation skills and confidence. We will debrief these exercises together to help you gain awareness of your own behavior as a negotiator and to learn what works, what doesn’t, and why.
More specifically, the course goals are to: 1) Increase your awareness about negotiation and negotiating behavior, including the pervasiveness of negotiation, the importance of process (how we negotiate) and its effects on negotiation outcomes and relationships, and the cognitive biases and implicit assumptions that drive certain negotiation behaviors (in ourselves and others). 2) Enhance your understanding of negotiation theory, including key concepts and frameworks, analytical tools, and related social science research to help you prepare for and analyze negotiation situations effectively. 3) Improve your negotiation skills, including the opportunity to experiment with different strategies, assess your own strengths and growth areas, broaden your repertoire of effective techniques, and build confidence through regular practice. 4) Provide you with tools for continued growth and development as a negotiator, so you can keep improving after the Bootcamp ends.
The Bootcamp takes place over two intensive weekends, 9am-5pm on each Friday and Saturday, 9am-2:30pm on Sunday, April 2 and 9am-1:00pm on Sunday, April 16: 1. Weekend #1: March 31, April 1-2, 2023 2. Weekend #2: April 14-16, 2023
PLEASE NOTE THE FOLLOWING:
Attendance: Attendance at all class sessions is mandatory and essential to achieving the learning objectives of the Bootcamp for you and others. Given the intensive, experiential nature of the course and the limited enrollment, you are expected to be prepared and actively participate in every class session. Of course, if you experience an illness or family emergency, we will work with you as needed.
Workload: Unlike most other Bootcamp courses at Penn Law, this is a 3-credit, graded course. In addition to completing the assigned readings and actively participating in class, you will also be expected to complete the following assignments (which we will discuss in further detail during class): - Prepare for and conduct one negotiation case via email in between the two weekends. - Review a video recording of one of your negotiations and select clips to discuss with a small group of students and an instructor. - One final negotiation reflection paper, 4-6 pages, in which you will integrate at least one of the assigned readings with your own experience negotiating in class to develop insights about yourself as a negotiator and factors that impact negotiation success. - One final negotiation preparation memo, 5-7 pages, for which you will read a new negotiation case and write a structured memo to demonstrate your understanding of key negotiation concepts and how to apply them.
Add/drop: Drops are discouraged. And, after the first class session, by instructor permission only.
Skills Learning outcomes: Demonstrate an understanding of the individual course skill; Demonstrate the ability to receive and implement feedback; Demonstrate an understanding of how and when the individual course skill is employed in practice.
"Beyond Winning" by Mnookin, Peppet & Tulumello