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BUS 283 — Critical Communication Skills in Negotiation

Quarter: Fall
Day(s): Saturday
Course Format: On-campus (About Formats)
Duration: 1 day
Date(s): Oct 1
Time: 9:00 am—4:30 pm (PT)
Refund Deadline: Sep 24
Unit: 0
Grade Restriction: NGR only; no credit/letter grade
Tuition: $430
Instructor(s): Jessica Notini
Limit: 24
Class Recording Available: No
Status: Registration opens Aug 22, 8:30 am (PT)
 
DOWNLOAD THE SYLLABUS » (subject to change)
Fall
On-campus
Saturday
9:00 am—4:30 pm (PT)
Date(s)
Oct 1
1 day
Refund Date
Sep 24
0 Unit
Fees
$430
Grade Restriction
NGR only; no credit/letter grade
Instructor(s):
Jessica Notini
Limit
24
Recording
No
Registration opens Aug 22, 8:30 am (PT)
DOWNLOAD THE SYLLABUS » (subject to change)
Communication is at the heart of effective negotiation. The most skilled negotiators understand the importance of asking good questions; listening to and discovering key issues and interests; and observing, reflecting, and summarizing throughout the conversation to build relationships. They also understand how to frame issues collaboratively, share information persuasively, and balance assertion with listening and curious exploration. Finally, skilled negotiators are able to act as problem-solvers, deliver difficult messages with diplomacy, and manage ineffective or potentially damaging communications by counterpart negotiators in ways that keep negotiations on a productive track. In this course, we will discuss, demonstrate, and practice all of these communication skills for enhanced negotiation conversations and meetings.

JESSICA NOTINI
Lecturer in Law, Stanford Law School

Jessica Notini teaches negotiation and mediation at the Stanford and UC Berkeley law schools. She is a principal of Notini Mediation & Facilitation Services and a past chair of the California State Bar ADR (Alternative Dispute Resolution) Committee. She received a JD from the University of Michigan.

Textbooks for this course:

There are no required textbooks; however, some fee-based online readings may be assigned.