601:544. NEGOTIATION (2 or 3) S
Exclusion: Students who have taken 601:647 Interviewing, Counseling, Negotiation may not take this course.
Examines the theory and practice of negotiation by lawyers and others. Readings acquaint the student with research findings on the structure and psychology of negotiation and decision-making paradigms; the effect of agency, multiple parties and negotiator group characteristics and personality; and laws concerning the ethics and limitations of negotiation and settlement. Simulations enable each student to identify the factors studied in realistic scenarios and practice the skills necessary to respond to those factors.