Negotiations Bootcamp (Krol/DeBoer)
Faculty
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| Rachel Krol Lecturer in Law rkrol@wharton.upenn.edu |
Additional Information
Experiential CourseYes
Skills Training
Other Professional Skills:
Grading
100% Other (This course is graded credit/fail only.)
No
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.
- Please make an appointment to meet with me and I will review/answer questions about what you missed.
Meeting Times/Location
US 9:00AM - 5:00PM
Silverman Hall 240B
Category
Upper-Level
Credits
2.0
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 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). - To 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. - To 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. - To provide you with tools for continued growth and development as a negotiator, so you can keep improving after the Bootcamp ends.
The class will meet over four intensive days, two Saturdays and two Sundays, 9am-5pm each day: - Weekend 1: Saturday, November 2 and Sunday, November 3 - Weekend 2: Saturday, November 9 and Sunday, November 10
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.
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.
Textbooks
"Getting to Yes: Negotiating Agreement Without Giving " by Roger Fisher, et al |