This course provides a systematic framework and tactical tools for effectively navigating your way through complex business deals. The course will explore the inevitable tension between creating and claiming value, structural, psychological, and interpersonal barriers that can hinder agreement, “moves away from the table” and the particular complexities inherent in the lawyer’s role as negotiator. While there will be a few role-play exercises, this course will focus more on deal-making tactics and strategy and will provide less opportunity for skill-building than the week-long Negotiation Workshops.
Two reference books will be provided to solidify and deepn understanding during the course: Guhan Subramanian, Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace (Norton 2010); and David Lax & James J. Sebenius, 3D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals (Harvard Business School Press 2006).
Photocopied Material provided in class.
Guhan Subramanian, Joseph Flom Professor of Law and Business, Harvard Law School and Douglas Weaver Professor of Business Law, Harvard Business School
David Lax, Deputy Director, Negotiation Roundtable, Harvard Business School
Managing Principal of Lax Sebenius LLC
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