LAW 6921 - Lawyering Skills: Transactional II

Introduction to Negotiation

This course is a basic survey course providing a valuable introduction to the practical and critical skills necessary for students when negotiating transactional or litigation matters for their clients.

The course recognizes that more than 75% of attorneys are involved in regulatory and transactional practices. Whether negotiating exclusively transactional work or the necessary negotiation involved in the resolution of potential litigation or post-litigation settlement, each and every student and attorney needs to have a familiarity with the issues and skills of negotiation lawyering. As time permits in a short introductory course such as this, the course examines through reading and numerous actual in-class exercises, some or all of the topics of:

• Professional Responsibility and Negotiation Ethics
• Negotiation Strategy
• Choosing the Next Tactical Move
• Shaping the Bargaining Relationship
• Negotiation Process: Planning
• Negotiation Process: Information Bargaining
• Negotiation Process: Narrowing Differences and Closure.