MVV177K Negotiation for Lawyers: Practice and Theory

Právnická fakulta
podzim 2015
Rozsah
0/1. 5 kr. Ukončení: k.
Vyučující
Dr. Yael Efron (přednášející), JUDr. Kateřina Šimáčková, Ph.D. (zástupce)
Garance
JUDr. Kateřina Šimáčková, Ph.D.
Katedra ústavního práva a politologie – Právnická fakulta
Kontaktní osoba: Mgr. Věra Redrupová, B.A.
Dodavatelské pracoviště: Katedra ústavního práva a politologie – Právnická fakulta
Rozvrh seminárních/paralelních skupin
MVV177K/01: Rozvrh nebyl do ISu vložen.
Omezení zápisu do předmětu
Předmět je určen pouze studentům mateřských oborů.

Předmět si smí zapsat nejvýše 16 stud.
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Mateřské obory/plány
předmět má 31 mateřských oborů, zobrazit
Cíle předmětu
This course is an introductory skill-building course in negotiation. Its participants will learn to improve their own negotiation skills, helping them to act consciously and skillfully in tough situations. Negotiation theories, which draw from psychology, mathematics, legal studies, business administration and more, will be translated in this course into practicalities. We will learn and practice techniques designed to help us negotiate successfully despite the other party’s lack of skill, trust or good intentions, and to help ourselves manage situations in which we ourselves are parties to conflict in a beneficial manner.
Osnova
  • Unit # 1
  • Topics Covered:
  • • Course Intro
  • • Levels of interaction: from interpersonal to international
  • • Negotiation Definition and Basics
  • • The Prisoners’ Dilemma and other real-life social dilemmas Simulation-Games: “Pasta Wars”
  • Reading Material:
  •  Negotiation: The Big Picture (Thompson 1-12)
  • Unit # 2
  • Topics Covered:
  • • Personal negotiation style
  • Simulation-Game: Silence of the Dogs
  • Reading Material:
  •  Strategic Thinking (Pruitt, Rubin Kim 27-46)
  •  Optional: Social Dilemmas and Other Noncooperative Games (Thompson 213-227)
  • Unit # 3
  • Topics Covered:
  • • Strategies for Dealing with conflict
  • • Integrative and Distributive Elements of Negotiation Simulation-Game: “Ugli Orange”
  • Reading Material:
  •  Integrative Negotiation (Thompson 55-67. Other pages of chapter: optional)
  •  Optional: Emotional Hijacking (Goleman, Chapter 2)
  • Unit # 4
  • Topics Covered:
  • • 10 Elements Model of Negotiation
  • Simulation-Game: “The Darna Checkpoint”
  • Reading Material:
  •  Positions & Interests (Fisher, Ury & Patton 3-7, 40-55)  Role instructions for 'EarthWars' simulation game.
  • Unit # 5
  • Topics Covered:
  • • 10 Elements Model of Negotiation – cont'd
  • • Communication Tools in Negotiation and Dispute Resolution Simulation-Game: “EarthWars”
  • Reading Material:
  •  Don’t Reject – Reframe (Ury 76-104)
  •  Role instructions for 'MultiPlast and Gordi ' simulation game.
  • Unit # 6
  • Topics Covered:
  • • Communication Tools in Negotiation and Dispute Resolution (continued)
  • • Course summary
  • Simulation-Game: “MultiPlast and Gordi”
  • Final Quiz:
  •  90 minutes.
  •  10 questions: 5 multiple choice questions, 5 short answer questions.
  •  Based on the readings, the Coursebook, and class discussions.
Literatura
  • See Teacher’s Information for full details
Výukové metody
The learning format includes interactive lectures and simulation-games, in which students will personally experience negotiations and conflicts in a variety of settings. Some of these settings draw on real-life cases, while others were designed by leading scholars and practitioners in the conflict resolution field to promote maximum skill-building.
Metody hodnocení
This is a hands-on course; most of the learning is experienced in the classroom and cannot be attained only through reading. Therefore, full attendance in class is required; useful and productive participation is expected, and both will contribute to the final grade. There is also a final quiz in this course, though, which relies on the readings assigned, the video-clips analyzed in class and the debriefings of class exercises. Passing the quiz and fulfilling the participation requirement will award the participant a passing grade.
Grade breakdown:
Attendance and informed and productive participation in all classes and exercises ...50%
Final quiz ...50%
Vyučovací jazyk
Angličtina
Informace učitele
The schedule of the classes:
Mon 12. 10. 13:30--15:00, 16:40--18:10, Room No. 209 Tue 13. 10. 8:00--9:30, 16:40--18:10,Room No. 209 Wed 14. 10. 11:10--12:40, 13:30--15:00, Room No. 209
COURSE DESCRIPTION
As human beings, we all negotiate our way through life. As lawyers, we negotiate as a way of life. Acting as individuals on our own behalves, or representing our clients, we use negotiation as our primary method of getting what we need. Whether we want to solve a dispute for a client, or assist a corporation in constructing a profitable transaction, we often find that we are unable to achieve our goals on our own. We must rely on our ability to affect other parties and persuade them to aid us, or not to hinder us. Most of our decisions are not made on our own, in a vacuum, but are the result of conferring with others to seek outcomes.
Obviously, negotiation skills are something every human being needs to have in his personal toolbox. As lawyers, we need to upgrade these skills into professional expertise. Attorneys, businesspeople, diplomats, and community leaders regularly engage in negotiations in which the price of failure can be extreme or even catastrophic; such professionals need special abilities allowing them to build relationships and form partnerships even under the most difficult circumstances.
READING MATERIAL
A textbook will be provided. The following is a list of sources that most of the material was taken from, for your convenience. The purpose of the required reading is twofold: First, to compliment and flesh out the classroom experience. The second purpose is to familiarize you with the leading literature and writers in the field and expose you to different names, views and approaches.
• ROGER FISHER, WILLIAM URY & BRUCE PATTON, GETTING TO YES: NEGOTIATING AGREEMENT WITHOUT GIVING IN (2nd ed., NY: Penguin 1991)
• DANIEL GOLEMAN, EMOTIONAL INTELLIGENCE: WHY IT CAN MATTER MORE THAN IQ (Bantam Books 1996).
• JOHN LANDE, LAWYERING WITH PLANNED EARLY NEGOTIATION: HOW YOU CAN GET GOOD RESULTS FOR CLIENTS AND MAKE MONEY (American Bar Association 2011).
• DEAN G. PRUITT, SUNG HEE KIM & JEFFREY Z. RUBIN, SOCIAL CONFLICT: ESCALATION, STALEMATE, AND SETTLEMENT (3rd ed. McGraw-Hill 2003).
• LEIGH THOMPSON, THE MIND AND HEART OF THE NEGOTIATOR (5th ed., NJ: Prentice Hall 2011).
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Předmět je zařazen také v obdobích podzim 2018.