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Robert W. Cullen, Esq.      

Law Class: Negotiation

 

Syllabus

Week 1:  August 17, 2009
Introduction

  1. Exercise (#1): Win as Much as You Can – No journal entries
  2. Class Framework
  3. Class Assignments
  4. General Introduction to Negotiation
  5. Pass out Truck Negotiation (#2)


Week 2:  August 24, 2009
Negotiation and Conflict; Perceptions, Fairness and Settlement Psychology

  1. Lawyer Negotiation: Chapter 1 pages 1-9;
  2. Lawyer Negotiation: Chapter 2 pages 15-44
  3. Bargaining Styles Appendix A:  in back of Bargaining for Advantage—Take this easy test.
    1. Journal Entry (#1) (no relation to the exercise)--- Write in your journal about the test and how you need to take into consideration your tendencies.  You have negotiated all your life: How have your tendencies effected your past negotiations (family, friends, jobs, teachers and business).  What is your negotiation style? On Claranet there are some suggestions about writing your negotiation journal. 
  4. Prepare for Negotiation – Truck exercise #2.   What is important to know, to understand before the negotiation and how do you prepare for a negotiation? 
  5. Post negotiation entry for Truck Exercise (#2). 
  6. Pass out Sally Swansong (#3)-Prepare to Negotiate this next week.  Use a preparation checklist from Claranet. 


Week 3:  August 31, 2009
Competitive and Problem Solving Models; Your Style

  1. Lawyer Negotiation: Chapter 3 pages 45-73
  2. Lawyer Negotiation: Chapter 4 pages 75-99
  3. Preparation for Sally Swansong (#3)   ---Prepare for the Sally Swansong negotiation.   Use a negotiation checklist. Either one found on Claranet or the one in the back of Bargaining for Advantage-- Appendix B.   Write an entry about the preparation.  Offer... Demand… Items to trade and strategy.  Most important:  look for mutual benefits and joint gains.    What can be done which would help both parties? 
  4. Negotiate Sally (#3) Journal Entry (#3)--.  What do you need to do in the future to improve?  How did the negotiation go?


Week 4:  September 7, 2009
NO CLASS - Labor Day Holiday


Week 5:  September 14, 2009
Negotiation Planning; Goals and Authoritative Standards
Guest Speaker: Fred Gonzales

  1. Lawyer Negotiation Chapter 5 pages 101-114
  2. Bargaining for Advantage: 27-57
  3. Binders with all entries to date are due September 28th. 


Week 6:  September 21, 2009
Negotiation Planning and Preparation; Interests, Relationships and Leverage

  1. Bargaining for Advantage:  77-137
  2.  Negotiate Easy Garage(#4)
  3. Preparations for Easy Garage -- #4.
  4. Journal entry #4


Week 7:  September 28, 2009
The Negotiation Process

  1. Lawyer Negotiation  pages 114-159
  2. Negotiate Betty v James (#5) look at General Information for both. Do not read Judges information Preparation #5
  3. Journal Entry (#5) How did the negotiation go?  Areas of success, areas of improvement?  Are you using competitive or problem solving techniques? 
  4. Binders are due today.


Week 8:  October 5, 2009 

  1. Bargaining for Advantage138-155
  2. Prepare Rocky Oil and Venture Capital (#6) and preparation sheet Journal entry (#6).
  3. How can you improve? How did I go? What type of negotiation?  What tactics did you choose? Journal entry (#6)


Week 9: October 14, 2009
Negotiation Process; Telephone and Cyberspace

  1. Power Screen Negotiation
  2. Prepare for Power Screen Negotiation (#7) Prep # 7
  3. Post negotiation Journal entry (#7)
  4. Lawyer Negotiation 171-219 (Chapter 7 and 8)
  5. You will get an assignment for an e-mail negotiation with a person from another school (#8).
  6. Begin prepping for e-mail exercise (prep # 8).   


Week 10: October 19, 2009
Gender Culture and Race

  1. Lawyer Negotiation 227-255
  2. Finish the e-mail negotiation for next week.  (Prep is #8 and how did it go Journal entry #8)
  3. Sue or Settle. Just read the instructions.. figure out the exercise.  (exercise #9)
  4. How did the negotiation go?  (Journal entry #9 for Sue or Settle)
  5. Journal Entry (#10)—(not related to the exercise).  What are your experiences with respect to gender issues in negotiations? Are there differences in style, tactics and attitudes?  What about cultural issues?  Are there differences in styles?  Do you think you understand other cultures well? 


Week 11:  October 26, 2009
Ethics

  1. Lawyer Negotiation 255-295
  2. Negotiate Cubit and Nyquest  (exercise #10)
  3. Prep for Cubit #10 prep
  4. Journal entry # 11 --for exercise # 10--- sorry our numbers are now a bit off. 
  5. E-mail exercise is over. 


Week 12: November 2, 2009
Continued:  Gender Culture and Race

  1. Prepare and Negotiate the Criminal Case -- Journal entry for prep and post negotiation
  2. Re Read pages 227-255 in Lawyer Negotiation Book


Week 13:  November 9, 2009
Mediation

  1. Preparing to Mediate
  2. Lawyer Negotiation pages 367-402
  3. Interactive Software exercise on Claranet… there will be one attorney for Interactive; one for Software Giant and a Mediator.  There will be three students per exercise. Journal Entries
  4. Give out Harborco Roles    

Week 14: November 16, 2009

       1.   Harborco Exercise – This is a 6 party negotiation.  Preparation and post negotiation entries. 


Week 15: November 23, 2009
Last Class:  Turn in Binders