Negotiation and Theory
BOSTON UNIVERSITY LAW SCHOOL
NOT OFFERED 2012-2013
Instructor:
John David Ferrer
617-353-3115
This course will explore in detail the fundamentals of negotiations and will teach students to apply them to actual life problems. Effective negotiation techniques will be studied and students will work through several problems that will progress in difficulty as the course develops. They will start with two-party one-issue problems, and advance to multi-party, multi-issue disputes. ADR and Mediation will be included as subjects of study, as will variations of these. Both lectures and interactive class participation will be used, with emphasis given to actual roleplays. The classroom will also have a workshop component. The cultural impact on negotiations, litigation risk analysis, and impasse will be dealt with in the class. The objective of the course is to build skills that attorneys need to be proficient in this art, and to enable them to gain insight on how to properly participate in meaningful negotiations in a business and legal environment. Significant attention will be given to Cross cultural negotiations, to enable students to be more effective in negotiating with attorneys from other cultures. A paper will be required at the end of the course.
Class size is limited to 24; class attendance and participation are an important component of the final grade. Students must be willing to make a commitment to participate in all of the negotiation exercises, many of which require substantial preparation outside of class. Students may not register for both Alternative Dispute Resolution and Negotiation and Theory. (Tuesday and Thursday 4:30-6:00 p.m.)
