Summer 2014 Business and Corporate Law Class Descriptions
Negotiation (Gregg Relyea)
2 credit(s), H/P/L/F Graded
Concentration(s): Business and Corporate Law (MSLS)
This class is about negotiation and dispute resolution: how not to lose when thinking win-win. Many negotiators fail to maximize their outcomes because they either take extreme, unyielding positions or because they look for an optimal ‘win-win' solution and in the process give their counterpart value that they could capture themselves. This course focuses on the strategy behind dispute resolution (negotiation, mediation, arbitration) and speaks in a practical way about how to use that strategy to maximize what can be achieved in those situations. Through a combination of lectures, in-class exercises, class discussions and guest speakers, the class will explore the different methods of dispute resolution, and how to maximize your outcome in each. The first part of the course highlights the difference between the different types of dispute resolution. We'll then focus on game theory and its role in negotiation. We'll then focus on how to maximize the potential overall value of the outcome to all parties in a dispute… and subsequently how to capture a disproportionate share. Grade determined by weekly assignments, class participation and a final examination. This class will be graded on the four-tier pass/fail grading system.
Note: Students may only elect this course or Alternative Dispute Resolution to count towards the Civil Litigation Concentration (JD).