M E M O R A N D U M
TO: Students enrolled in Negotiation/Mediation Class
FROM: Professor Ralph Cagle
RE: Assignment to be completed before the first class: "Laying a Foundation"
WELCOME! We are going to get right down to negotiating in the first class so we need some common vocabulary, basic concepts, and strategic reference points to frame our effort.
Complete the following before the first class
1. BUY the course materials from the Law School
Bookmart. The Shell book can also be purchased online.
2. READ (a) The Introduction and Chapters 1, 2 & 3 of Richard Shell - Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Ed. (Penguin Books 2006); and
(b) “Some Observations About How People Negotiate and Can Negotiate More Successfully”, by Ralph Cagle
Shell’s is a good book that sets out some of the negotiation vocabulary, concepts, and strategic options we will examine. It is practical and even entertaining (essential qualities all too absent from most law school reading).
My "How People Negotiate..." paper is a preview of some negotiation ideas and strategies that we will discuss in the first class and beyond.
You will find value in these sources, but also things to question, disagree with, or maybe dislike. GOOD! Negotiation theory and practice seem to admit to few universally agreed principles. Approach EVERYTHING you read and hear with an open, but questioning mind.
NOTE ABOUT READING AHEAD IN SHELL: The principles and strategies we discuss and that you
will put into use in this class will not unfold in the ordered manner they might in a doctrinal law course.
All you can learn about negotiation has potential relevance in any
negotiation you undertake. So, if you find it more useful to read ahead in Shell’s book, feel free to do so. Many students have found that a good strategy. BUT, if you do, do not read pages 242-250 of Shell before you complete the Bargaining Style Assessment Tool in class Two.
3. READ the Syllabus to know about learning methods, expectations, and requirements of this course and so you can plan your semester schedule.
4. COMPLETE the Reflective Profile and turn it in at the first class. Learning more about you helps us (and you) better understand what may help you become a better negotiator.
5. IF YOU DECIDE NOT TO TAKE THIS COURSE, it is important that you drop and/or let Professor Cagle know ASAP. This is a fully subscribed limited enrollment class and students on the waiting list cannot register until there are openings.
6. LET US KNOW if you have any questions, comments or needs relating to this class.
Professor Cagle: Ph. 262-7881 Email: firstname.lastname@example.org
We look forward to working with each of you this semester. This will be a challenging and demanding course, but you will learn a lot and should have fun doing it.