Legal Negotiation

Catalog description

Negotiation is the essence of voluntary conflict resolution. This course emphasizes theoretical and practical applications of negotiation principles in a variety of contexts — written (including e-mail), over the telephone, and face-to-face. Students will develop both cognitive knowledge (theory, concepts, approaches, and models) and behavioral competence (interviewing, planning, questioning, counseling, presenting, persuading, creating, problem-solving and closing). Combining cognitive knowledge with behavioral competence, students will explore the cutting-edge principles of negotiation preparation; negotiating models, strategies and styles; negotiating tactics and techniques; consequences of psychology; communication skills, cultures and genders; and ethical considerations.