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Course Details

Negotiations (Krol/Kang/Segal-Reichlin)

Spring 2024   LAW 568-001  

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Additional Information
Experiential Course

Yes

Skills Training
Other Professional Skills:

Grading
30% Participation,
50% Exam,
20% Other (Completion of other short written assignments.)

Satisfies Senior Writing Requirement

No

Location

Class meets in person.

Course Continuity
Students are encouraged to stay home if you are ill or experience flu-like symptoms. If you miss a class for any reason, it is still your responsibility to make up the work missed.

I offer the following to students who miss class due to illness:

- I will make PowerPoint slides or other class materials routinely available on the course site to everyone in the class.

- When you are better, please make an appointment to meet with me and I will review/answer questions about what you missed.

Meeting Times/Location
FS 9:00AM - 5:00PM

U 9:00AM - 1:00PM

UFS 9:00AM - 5:00PM

Category
Upper-Level

Credits
3.0

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 7 and 9am-1:00pm on Sunday, April 21: 1. Weekend #1: April 5-7, 2024 2. Weekend #2: April 19-21, 2024

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-style courses at Penn Law, this is a 3-credit, graded course. In addition to completing the assigned readings, short written assignments, and actively participating in class, there will be a 3-hour in-class exam during 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. You will also be expected to one simulated negotiation via email in between the two weekends.

Add/drop: Drops are discouraged. And, after the first class session, by instructor permission only.

Course Concentrations

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.


Textbooks

"Beyond Winning" by Mnookin, Peppet & Tulumello
Edition: 2004
Publisher: Harvard University Press
Required

"Getting to Yes: Negotiating Agreement Without Giving" by Roger Fisher, et al
Edition: 3rd Revised May 3, 2011
Publisher: Penguin Classics
ISBN: 9780143118756
Required