Negotiation (LAW2350)
NORTHEASTERN UNIVERSITY SCHOOL OF LAW
FALL, WINTER, SPRING 2011/2012
Instructor: Brook Baker
Brook Baker (Fall and Winter)
617-373-2395
Negotiation is a course in which students study theories of negotiation and apply theories in simulated disputes and transactions, which are then debriefed in class. The course focuses on: 1) negotiation planning, 2) case preparation and evaluation, 3) client counseling and informed client consent, 4) analysis of the bargaining range and principled concession patterns, 5) competitive, cooperative, and problem-solving strategies, 6) information bargaining, 7) ethics, and 8 ) critiques of negotiation patterns and institutions. Most students are observed at least once in a negotiation session and receive feedback from the instructor. Students are required to keep weekly journals, reviewed by the instructor, addressing their experiences in and thoughts about negotiations. Students are encouraged to internalize habits of analysis, prediction, preparation, and flexibility and to become more self-evaluative for their future negotiating experiences. Limited to 24 students. (Times to be announced.)
