LAWE 757

Catalog description

Negotiation Theory and Practice is premised on the reality that the practice of law, the enterprise of business, and the work of dispute resolution professionals requires the use of negotiation as a tool to advocate on behalf of clients, act as agents for others, resolve disputes, transact business, manage organizations, and settle legal claims or other disputes. This course introduces students to the process of negotiation, explores the theoretical approaches underlying various systems of negotiating, and cultivates students’ negotiation skills to become more effective negotiators. Students will learn each of the major bargaining theories, explore the practical application of each theory in context, and better understand strategic movements in negotiating. Through simulated exercises and reflective discussions, students will also develop skills and confidence as negotiators, both as individuals and/or as client representatives.