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Class Outline

1. Exercise (#1): Win as Much as You Can
2. Class Framework
3. Class Assignments
4. General Introduction to Negotiation
5. Pass out Truck Negotiation (#2)
   

1. Lawyer Negotiation: Chapter 1 pages 1-9;
2. Lawyer Negotiation: Chapter 2 pages 15-44
3. Bargaining Styles Appendix A:  in back of Bargaining for Advantage—Take this easy test.
1. Journal Entry (A) --- Write in your journal about the test and how you need to take into consideration your tendencies.  You have negotiated all your life: How have your tendencies effected your past negotiations (family, friends, jobs, teachers and business) What is your negotiation style? On Claranet there are some suggestions about writing your negotiation journal. 
4. Journal Entry (B) -- What is important to know, to understand before the negotiation and how do you prepare for a negotiation?  Write an entry about the Truck exercise, how it went, how you prepared and how you could improve your negotiation skills.
5. Prepare for and Negotiate Truck Exercise (#2)
6. Pass out Sally Swansong (#3)-Prepare to Negotiate this next week.  Use a preparation checklist from Claranet. 
   

1. Lawyer Negotiation: Chapter 3 pages 45-73
2. Lawyer Negotiation: Chapter 4 pages 75-99
3. Journal Entry (C) ---Prepare for the Sally Swansong negotiation.   Use a negotiation checklist. Either one found on Claranet or the one in the back of Bargaining for Advantage-- Appendix B.   Write an entry about the preparation.  Offer... Demand… Items to trade and strategy.  Most important:  look for mutual benefits and joint gains.    What can be done which would help both parties? 
4. Negotiate Sally (#3) Journal Entry (D)--.  What do you need to do in the future to improve?  How did the negotiation go?

1. Lawyer Negotiation Chapter 5 pages 101-114
2. Bargaining for Advantage: 27-57
3. Negotiate Easy Garage(#4)
4. Journal Entry (E):  Prepare your negotiation outline.  Prepare for Easy Garage.
5. Binders with all entries to date are due September 24th. 
6. Journal Entry (F) What went well in the negotiation?  Where do you need to improve? How did the other side react to your tactics?  Did you ask good questions?

1. Bargaining for Advantage:  77-137
2. Negotiate Divorce Case George and Martha (#5)
3. Journal Entry (G) —Prepare for George and Martha. 
4. Journal Entry (H) How did the negotiation go?  Areas of success, areas of improvement?  Are you using competitive or problem solving techniques? 
5. How did the Negotiation go?  How can you improve?  Journal Entry (H)

1. Lawyer Negotiation  pages 114-159
2. Bargaining for Advantage138-155
3. Prepare Rocky Oil and Venture Capital (#6) and preparation sheet Journal entry (I).
4. How can you improve? How did I go? What type of negotiation?  What tactics did you choose? Journal entry (J)
5. Binders are due today.

1. The Mediation Process  
2. Preparing to Mediate
3. Lawyer Negotiation pages 329-402
   
   

1. Prepare for Power Screen Negotiation (#7) Entry (K)
2. Post negotiation Journal entry (L)
3. Lawyer Negotiation 171-219

1. Lawyer Negotiation 227-255
2. Sue or Settle.  Please Prepare for Negotiation (#8) journal entry (M). 
3. How did the negotiation go?  (Journal entry N)
4. Journal Entry (O)—What are your experiences with respect to gender issues in negotiations? Are there differences in style, tactics and attitudes?  What about cultural issues?  Are there differences in styles?  Do you think you understand other cultures well? 

1. Lawyer Negotiation 255-295
2. Prepare for Negotiation # 9 TBA Journal entry (P)
3. Journal Entry (Q) lessons from the Negotiation