Negotiations - Fall 2024

Evan Brown | ebrown8@kentlaw.iit.edu | (312) 909-1879 (txt ok) | evan.law

Tuesdays - 4:00 PM - Room 270

Objectives:

• Discover fundamental principles of negotiation
• Identify methods for determining appropriate strategies
• Examine typical negotiation process
• Understand legal counsel's role in negotiation

Reading Materials:

• Links to the short readings for each class :
• Class 1 - 8/20/2024 - Introduction, Discuss Syllabus
• Class 2 - 8/27/2024 - Overview of Negotiation
• Class 3 - 9/3/2024 - Introduction to Strategy
• Class 4 - 9/10/2024 - Negotiation Process
• Class 5 - 9/17/2024 - Planning
• Class 6 - 9/24/2024 - Orientation
• Class 7 - 10/1/2024 - Proposals
• Class 8 - 10/8/2024 - Information Exchange
• Class 9 - 10/15/2024 - Narrowing the Differences
• Class 10 - 10/22/2024 - Closure
• Class 11 - 10/29/2024 - Multiparty Negotiations
• Class 12 - 11/5/2024 - Ethics
• Class 13 - 11/12/2024 - Wrap-up

• Additional reading - one book of your choice on negotiation. Below are some examples (but feel free to choose something not on this list):
• Fisher & Ury: Getting to Yes (James)
• James Freund: Smart Negotiating (Simon & Schuster)
• Cohen: You Can Negotiate Anything (Bantam)
• Ury: Getting Past No (Bantam)
• Voss: Never Split the Difference: Negotiating As If Your Life Depended On It (Harper Business)
• Cohen: The Dealmaker's Ten Commandments: Ten Essential Tools for Business Forged in the Trenches of Hollywood (Ankerwycke)

• Recommended reading (not required, but good - yes, expensive):
• Gifford & Rhee: Legal Negotiation: Theory and Practice

Course Activities:

There will be five main types of work: (1) each week's short readings (links above) (2) attending class lectures, (3) in class "mock" negotiations each week with one or more of your classmates, (4) doing a final video project of you discussing your additional reading, and (5) a final video project doing a multiparty negotiation.

• Each week, please do the short reading before class.
• Attending class is very important. Attendance is a big part of your grade (70%), and the most valuable experiences involve collaboration.
• At the end of each class, we will break up into groups and do a simple mock negotiation. Turn your results in at the end of class

Grades:

• 70% - Attendance and participation:
• Being meaningfully present in class
• Giving appropriate attention to in-class mock negotiations
• 20% - A 5-10 minute video presentation (that you send me or upload to a platform) wherein you discuss one or two ideas from your additional reading (described above). Due by 11:59 P.M. on the last day of finals (December 11, 2024).
• 10% - A video that you create collaboratively with a few other classmates wherein you conduct a multiparty negotiation. Due by 11:59 P.M. on the last day of finals (December 11, 2024).
• Note there is no writing portion for this class.

Attendance: