Litigators resolve far more disputes through negotiation than by trials.
Business lawyers, whether putting together a start-up company, arranging venture financing, or preparing an initial public offering, are called upon to negotiate on behalf of their clients. Public interest lawyers, in-house counsel, government attorneys, criminal lawyers, tort lawyers, and commercial litigators all share the need to be effective negotiators. This Workshop, by combining theory and practice, aims to improve both the participant's understanding of negotiation and effectiveness as a negotiator. Drawing on work from a variety of research perspectives, the readings and lectures will provide students with a framework for analyzing negotiations and tools and concepts useful in negotiating more effectively. Participants will spend much of their time in a series of negotiation exercises and simulations, where as negotiators and critical observers, they will become more aware of their own behavior as negotiators and learn to analyze what works, what does not work, and why.