BUS 283 — Critical Communication Skills in Negotiation
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
Grade Restriction: NGR only; no credit/letter grade
Instructor(s): Jessica Notini
Class Recording Available: No
Status: Registration opens Aug 22, 8:30 am (PT)
9:00 am—4:30 pm (PT)
NGR only; no credit/letter grade
Registration opens Aug 22, 8:30 am (PT)
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 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.
Lecturer in Law, Stanford Law School
Textbooks for this course:
There are no required textbooks; however, some fee-based online readings may be assigned.