Negotiation Theory and Strategy
This professional course explores negotiation strategies with lectures, discussions and hands-on simulations.
In this course, Professor and former Dean Russell Korobkin teaches the analytical approach to negotiation that he developed and has taught at UCLA for 23 years, as well as to business and law students and professionals around the world. The approach is applicable to any professional or personal negotiation context. In this hands-on program, you will participate in six negotiation simulations, interspersed with lectures and discussion. Approximately two hours of preparation for the simulations prior to the program is required.
This course will break down and analyze the negotiation process using the “Five Tool Negotiator” approach created by Professor Korobkin. After an introduction to the course, Day 1 will cover the first three tools: Bargaining Zone Analysis, Persuasion, the Deal Design. Day 2 will cover tools 4 and 5: Power and Fairness Norms. Each of the five principle segments of the course will include lecture, a hands-on negotiation simulation, and a class debrief/discussion of the simulation.
Program Details
-
Location & Session Dates
2025 Session Dates: May 29, 30
Session Time: 8:00 am - 5:00 pm
Session Location: On UCLA campus; details emailed to registered participants.
-
Course Format
All sessions will be held live in person, on UCLA campus.
-
Course Sessions
Session 1
- Introduction
- "Prado Scoot" Negotiation
- Bargaining Zone Analysis
- Persuasion
- Deal Design
- Negotiation Simulations & Debriefs: "On the Stump", "The Baseball Player", "The Carpool"
Session 2
- Power
- Fairness Norms
- Negotiation Simulations & Debrief: "The White Album", "Digital Projectors", "In re Intl Roofing"
- Conclusion
-
Course Instructor
Russell Korobkin, J.D.
Vice Dean for Graduate and Professional Education
Richard C. Maxwell Distinguished Professor of LawRussell Korobkin is the Richard C. Maxwell Distinguished Professor of Law at the UCLA School of Law and the Vice Dean for Graduate and Professional Education. He has been a member of the UCLA Law faculty since 2001. He served as Interim Dean from 2022-2023 and Vice Dean for Academic and Institutional Affairs from 2015-2019. He is the author The Five Tool Negotiator: The Complete Guide to Bargaining Success (Liveright, 2021), Stem Cell Century: Law and Policy for a Breakthrough Technology (Yale, 2008), two textbooks -- Negotiation Theory and Strategy (Aspen, 3d ed., 2014) and K: A Common Law Approach to Contracts (Aspen 3d. ed., 2022) -- and more than 50 journal articles on behavioral law and economics, negotiation, contracts, and health care law. A former San Francisco management consultant and Washington D.C. lawyer, Professor Korobkin earned his undergraduate and law degrees from Stanford University. In addition to UCLA, he has taught full time at the University of Illinois, University of Texas, and Harvard University Law Schools, and he has taught intensive negotiation courses to undergraduates, MBA students and law students at 10 universities on four continents. Read his full bio here. -
Certificates and MCLE
Certificate of Completion
Participants who complete all required course elements will receive a certificate of completion from UCLA Law Executive Education.
MCLE
UCLA School of Law is a State Bar of California approved MCLE provider. This session has requested MCLE credit for 12 hours and is currently pending approval.
-
Tuition & Discounts
General Tuition: $1995