The Art of Negotiation
Jessica Notini, Instructor, Stanford Law School
This 3-hour lecture will examine critical negotiation theory involving how to move from an adversarial, “fixed pie” orientation to a more collaborative and creative orientation. We will discuss how to probe beneath surface positions, demands and strategies to discover the underlying needs and motivators of the people involved in a challenging conversation. We will also analyze how to analyze potential negotiated agreements in terms of other alternatives.