Negotiation (LAW272H1S)

At a Glance

Second Term
Credits
2
Hours
3

Enrolment

Maximum
30
30 JD

Schedule

M: 4:10 - 7:00
Instructor(s): Shireen Sondhi

Class participation is substantially weighted and seminars are cumulative, therefore, attendance is mandatory, subject to emergencies. Students on the waitlist must attend while on the waitlist if they wish to be confirmed into the course at the end of the add/drop period should a spot arise.

Note: Classes will run for three hours and the course will go for eight weeks on the following dates:
JANUARY 7
JANUARY 21
JANUARY 28
FEBRUARY 4
FEBRUARY 11
FEBRUARY 25
MARCH 4
MARCH 18

Although most of us negotiate countless times every day, in both personal and work-related contexts, few of us ever sit back to analyze whether we negotiate well and whether we can improve our negotiation technique. Negotiation is a skill that can be learned and improved by practising and experimenting.
This will be a course in doing. Students will negotiate a number of hypothetical fact scenarios, and will analyze the results and techniques used. We will also have a number of classroom "exercises" designed to help improve negotiating skills. By the end of the course, I hope that students will be able to go into any negotiation confident that they have learned techniques that will consistently produce a "good" result.
The theories taught in the course will be based on those in the book Getting To Yes by Roger Fisher, William Ury and Bruce Patton (2nd edition). There will not be a lot of required outside reading.

Evaluation
Participants will be evaluated (Honours/Pass/Fail) based partly on class participation and attendance (30%). Because the simulated negotiations are designed for specific numbers of people, attendance during class hours will be required and attendance will be taken. Students will also be asked to keep a Negotiation Journal (70%).