Negotiation (Intensive) - Wheeler & Dewhirst



 

Course Title

Negotiation (Intensive) - Wheeler & Dewhirst

Professor

Wheeler & Dewhirst
 

First Assignment

Negotiation - Intensive Summer Course Reading Assignments    

Book:  Legal Negotiation Theory and Practice, Second Edition by Donald Gifford 

(ISBN-13: 9780314159120    Publication Date: 9/18/2007) 

 Syllabus   


Please note that the summer course’s intensive format has proven to be an enjoyable education experience for students and it has proven to keep students very busy with reading, preparation for class activities and completion of written assignments. Due to the intensive format, the readings are not evenly distributed.  Therefore, it is highly recommended that students read in advance of the start of the course.   

 

Advance reading is strongly encouraged as it will allow students to have a more relaxed and productive week. 

 


CLASS 

READINGS 

Aug. 5 

Ch. 1: Negotiation Strategy for Lawyers (1 – 27) 

Ch. 2: Choosing Effective Negotiation Tactics (28 – 46)  

  • Complete Negotiation Survey prior to class (attached to syllabus) 
  • A quiz is given on the first day of class covering the reading assignments for August 5.  See Syllabus 
 

Aug. 6 

Ch. 4: The Relationship Between the Negotiators: Initial Orientation (77 – 97)  

Ch. 5: Information Bargaining (98 – 120)  

Handouts regarding Negotiation Ethics 

Aug. 7 

Ch. 3: Negotiation Planning (47 – 76)  

Ch. 11: Negotiator Identity and Negotiation Context: The Effects of Culture, Gender and Race (207 – 215)  

Handouts regarding Negotiation, Emotions and Culture 

Aug. 8 

Ch. 7: Narrowing of Differences and Closure: Competitive and Cooperative Tactics (145 – 168) 

Ch. 8: Narrowing of Differences and Closure: Problem-Solving Tactics (169 – 178)  

Handouts regarding negotiation tactics 

Aug. 9 

Ch. 9: Multiple-Party Negotiation (179 – 188) 

Ch. 10: Negotiation Counseling (189 – 206) 

Ch. 12: Alternative Dispute Resolution and Negotiation (216- 236)