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Course Descriptions

Course Descriptions

Negotiation Skills (Spring 2018)

  • Course Number: LAW-845
  • Class Number: 03613
  • Instructor: Stephan Ray

Course Description

As a lawyer, you will probably negotiate more than you do anything else.  You will negotiate not just over cases, but nearly any time that you need something that you cannot get alone.  You will negotiate with your boss, co-workers, clients, paralegals and assistants.  You will negotiate with their counterparts (including the lawyers and clients) on the other side.  You will negotiate with “the system” whether it is the court, the government, the structure of society, or the law.  And, of course, you will negotiate with your family, your friends and even yourself. 

This course is designed to: (1) develop your understanding of negotiation, and your awareness of yourself as a negotiator; (2) give you some tools and concepts for preparing for and analyzing negotiations; (3) enhance your negotiating skills through frequent (weekly) role plays, reflection and feedback; and (4) teach you how to keep learning from your own negotiating experience.  In addition to negotiation skills and theory, you will be introduced to issues of legal representation, ethics, and the place of negotiation in our legal system.  This is an interactive and experiential course designed to help you learn negotiating skills by doing readings outside of class, participating in weekly in-class simulation exercises, and preparing short written assignments (usually about 2-3 pages) in advance of each simulation, plus a concluding term paper (usually about 10-12 pages).  Basically, you will learn by reading about negotiation theories and by applying them in simulations, figuring out with the rest of the class what works and what does not, and then trying again.  Because participation in the simulations is central to the course, attendance at all classes is required (unless excused for good cause in advance).  Since we will begin our simulation exercises on the first day of class, all students who are interested in taking the course need to be present for the first class.  (Students who are not present will be dropped from the class or wait list unless they have made previous arrangements with the instructor.)

This course is patterned after the introductory negotiations course at Stanford Law School, where the instructor, Stephan Ray, also teaches (Corporate Reorganization).  In the Spring Semester 2018, this course will meet every Wednesday from 4:00 – 7:00 pm for nine or ten weeks beginning on January 10, 2018 and ending on either March 7 or 21, 2018.

This course was previously offered in the Fall Semester 2017 under its present name and course number, but in the Spring Semester 2017 it was entitled “Topics in Corporate Law: Negotiation Skills” under course number 720.

If you have questions about the course, please feel free to contact Mr. Ray at 

Course Details

  • Unit Value: 2
  • Grading Options: Numerical or CR/D/F
  • Schedule: W 4:00 pm - 7:00 pm
  • Room Number: Room 12
  • Exam: Paper 10-12 pages
  • Writing Requirement: No
  • Skills/Experiential Unit Requirement: Yes
  • Participation: Required and graded