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UC Berkeley School of Law

214 Boalt Hall

#7200

Berkeley, CA 94720

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Course Description*

Difficulty negotiating a mutually beneficial outcome with customers and clients is one of the two main causes why companies waste more money. Therefore, nowadays, 8 out of 10 job profiles for leadership positions require negotiation as a key competence. Consequently, professionals and more importantly lawyers need to prove they have been properly trained in the art and science of negotiations. This intensive course at Berkeley Law explores the last 40 years of theory, process and practice of negotiation with the goal of offering foreign-trained lawyers an easy method to develop negotiations as a key competence in their professional careers.

We all negotiate every day, and we all do it for three different purposes:
a) To get more over limited resources.
b) To influence others to achieve our goals, and
c) To solve conflicts.

Participants will definitively learn how to negotiate successfully in every one of them, however we will give special importance to solving conflicts since as lawyers this is what we do the most.

Through interactive discussions and role plays, participants will learn how to:
1. Get prepared for a negotiation
2. Design strategic openings for negotiations
3. Settle high real goals and focused on what matters most
4. Use money dancing and the power of anchoring
5. Use and deactivate dirty tactics
6. Apply leverage and influence principles
7. Utilize properly the power of empathy and respect
8. Evaluate and decide their alternatives (BATNA, WATNA)
9. Employ when necessary a positive “No”, and
10. Improve as a negotiator within time.

They will enjoy learning about their psychological profile to face conflict and how to identify other negotiators profiles. They will identify different conflict types and how to approach each of them more successfully. In order to do so, participants will understand the difference between collaborative and adversarial negotiations. They will also recognize the impact of finding underling interests on every negotiation, since they will comprehend that “negotiation is all about how you make people feel”.

The nature and length of assignments will reflect the credit requirement. Attendance and participation at all scheduled classes is mandatory. Enrollment is limited to 20 participants.

Books:

Bargaining for advantage
G. Richard Shell
Publisher: New York : Penguin Books, 2006.
ISBN: 9780143036975
Copyright Date: To Be Determined
Price: $16.68
Note: prices are sampled from internet bookstores. Folletts prices are unavailable at this time.

Instructor: Jessica Notini
Units: 1

Meeting Time: F 2:00PM-6:10PM & Sa 9:00AM-6:10PM
Meeting Location: TBA/TBA

Course Start: July 14, 2017
Course End: July 15, 2017

*Subject to change slightly. For the most current course description and details, see the Summer 2017 Schedule of Classes.


Refund Policy

PLE participants may receive a full refund of the registration fee, minus a $100 cancellation fee per course, by submitting a cancellation request by email to the PLE program administrator at lawcourses@berkeley.edu no later than 30 days before the start of the quarter in which the course occurs. Refunds will not be given if cancellation request is received later than 30 days before the quarter begins. See our Policies page for more details.


Special Offer

If you register for 3 or more courses this summer, you qualify for a $1000 discount on your third course.*

To claim your discount:

  • You register and pay for your first 2 courses
  • You email lawcourses@berkeley.edu with the subject “Course Discount” and a message including your name, the titles of the courses for which you are already registered, and the title of the 3rd course you wish to add
  • We email you a promo code
  • You enter the promo code when you pay for your 3rd course

*This discount only applies to the 3rd course you enroll in during a single summer, it can be used only for the purchase of the 3rd course, and cannot be applied retroactively.

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UC Berkeley School of Law

214 Boalt Hall

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Berkeley, CA 94720

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