Principled (Interest Based) Negotiation - LAWS8980
Faculty: Faculty of Law
School: Faculty of Law
Course Outline: See below
Campus: Sydney
Career: Postgraduate
Units of Credit: 6
EFTSL: 0.12500 (more info)
Indicative Contact Hours per Week: 2
Enrolment Requirements:
Pre-requisite: Academic Program must be 9200 or 9210 or 9230 or 5740 or 9235 or 5235 or 9231 or 5231 or 9220 or 5750.
Excluded: JURD7480
CSS Contribution Charge: 3 (more info)
Tuition Fee: See Tuition Fee Schedule
Further Information: See Class Timetable
Description
An effective professional needs to be skilful in negotiating, joint decision-making and joint problem-solving. This workshop helps participants improve these skills by careful analysis of the processes of negotiation and learning from experience, in the context of simulated negotiation exercises developed by the Harvard Negotiation Project.
This course will be taught intensively over 4 days.
This course will be taught intensively over 4 days.
LLM Specialisations
Recommended Prior Knowledge
None
Course Objectives
To provide participants with a principled negotiation framework which:
- Is reliable, systematic and produces consistent results
- Provides guidance for the planning, conduct and evaluation of negotiations of all kinds
- Provides the opportunity to enhance the outcomes of all negotiation processes
and to provide participants with the opportunity to:
- Identify the elements of a good outcome to a negotiation
- Apply those elements in preparing for a negotiation
- Identify the steps to be taken, prior to and during negotiation, to develop and enhance effective working relationships
- Identify and apply evaluation procedures for reviewing a completed negotiation so as to enhance future performance
- Practise these processes in a safe, encouraging environment
Main Topics
- Preliminary thoughts about negotiation
- Developing an effective preparation process
- Thinking strategically about negotiation
- Revisiting the elements of a good outcome
- Scrutinising the role of power in negotiation
Further Information
A range of experiential learning exercises will be undertaken as part of the course.
Assessment
Class participation | Preparation and engagement in class | 20% |
Group presentation | Presentation and delivery | 20% |
Seminar paper | 5,000 words | 60% |
Course Texts
Prescribed
Fisher, R, Ury, W and Patton B, Getting to Yes: Negotiating Agreement Without Giving In (Penguin Books, revised 3rd ed, 2011).
Any additional materials such as handouts or articles will be made available to download from Blackboard.