LEGAL NEGOTIATION (3 Credits)
SPRING 2003

REVISED SYLLABUS

Professor Scott Peppet
Office: Room 311
Phone: 303-735-0818
Email: scott.peppet@colorado.edu

Class #1 – Monday, January 13
INTRODUCTION TO THE WORKSHOP
THE OIL PRICING EXERCISE

Assignment for this class:

NOTE: THERE WILL NOT BE CLASS ON SATURDAY, JANUARY 25TH, AS ORIGINALLY SCHEDULED, DUE TO STUDENT INTEREST IN ATTENDING THE SYMPOSIUM ON CAMPUS THAT DAY.

Class #2 – Monday, January 27
REVIEW OF THE LAW LIBRARY NEGOTIATION
OBSERVING A NEGOTIATION AND GIVING USEFUL FEEDBACK
THE SALLY SOPRANO NEGOTIATION
WHAT IS A GOOD OUTCOME?

Assignment for this class:

Class #3 – Monday, February 3
THE MOUNTAIN VIEW FARM NEGOTIATION
CREATING VALUE EXERCISES

Assignment for this class:

Class #4 – Monday, February 10
REVIEW OF HOWARD’S LEGACY and MOUNTAIN VIEW FARM Worksheets
DISCOUNT MARKETPLACE
VALUE CREATION IN DEAL-MAKING

Assignment for this class:

Class #5 – Monday, February 17
THE POWER OF CRITERIA OR NORMS
THE 67 FISH POND LANE NEGOTIATION

Assignment for this class:

Class #6 – Monday, February 24
THE BASICS OF HARD BARGAINING
DEALING WITH HARD BARGAINERS

Assignment for this class:

Class #7 – Monday, March 3
THE DONS NEGOTIATION
NEGOTIATION ETHICS
Assignment for this class:

Class #8 – Monday, March 10
EMPATHY AND ASSERTIVENESS:
THE PROBLEM OF PARTISAN PERCEPTIONS
THE ROLE REVERSAL EXERCISE

Assignment for this class:

Class #9 – Monday, March 17
THE CASINO NEGOTIATION
LISTENING EXERCISES

Assignment for this class:

Monday, March 24 – No class – Spring Break

Class #10 – Monday, March 31
AUTHOR! AUTHOR! SIMULATION
EMOTIONS AND IDENTITY

Assignment for this class:

Friday, April 4th: The Offer is DUE.

Class #11 -- Monday, April 7
You will be given this class time to work on the MAPO negotiation with your teammates.

Assignment for this class:

Class #12 – Monday April 14
REVIEW THE OFFER
THE MAPO NEGOTIATION

Assignment for this class:

Classes #13 & 14 -- Saturday, April 19
REVIEW OF MAPO
THE EAZY’S GARAGE NEGOTIATION
DEALING WITH TACTICS REPRISE

Assignment for this class:

Class #15 – Monday April 21
CHUCK’S WAGON
PUTTING IT ALL TOGETHER
GOING FORWARD

Assignment for this class:

Checklist of Graded Materials:


Copyright 2003 Scott Peppet. Teachers are free to copy these materials for educational use in their courses only, provided that appropriate acknowledgment of the author is made. For permission to use these materials for any other purpose, contact the author.