June 2009
Week 2: June 15 - 19, 2009
Advanced Negotiation: Deal Design & Implementation
One of the most important skills for the business lawyer is the ability to craft deals. This course provides an analytic framework for identifying and achieving value-creating agreements. 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. The course will also identify the differences between single-issue and multi-issue negotiations, and between two parties and multiple parties. While there will be a few role-play exercises, this course will focus more on deal-making analytics and will provide less opportunity for skill-building than the week-long Negotiation Workshops.
Course Materials:
Photocopied Material.
Instructors:
David Lax, Deputy Director, Negotiation Roundtable, Harvard Business School
Managing Principal of Lax Sebenius LLC
Guhan Subramanian, Joseph Flom Professor of Law and Business, Harvard Law School
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