4 ECTS / 24h / English

 This twenty hours seminar is an introduction to the theory and practice of negotiation. Built around three tensions of negotiation, it draws on the format of the famous Winter Term Negotiation Workshop at Harvard Law School. The first part deals with the tension between distributing value and the creation of value. The second part is focused around the tension between empathy and assertiveness, including empathetic listening. An important dilemma for all lawyers and attorneys is the principal - agent tension, which is discussed in the final part. The seminar offers a balanced mix between theoretical discussions and practical exercises. It is a hands on course, requiring students to prepare readings and cases in advance, and to write five journals, one for every seminar day. Therefore, students must attend all classes and be on time. The teaching includes Harvard PON (Programme on Negotiation) case simulations, videos, several actual negotiations by students, individual feedback, collective debriefings and review discussions. This seminar is an interactive learning experience, a constant process of give and take, not only among the students but also between students and instructor.


Founding and managing partner of Nascimento e Mourão Advogados based in São Paulo, Alessandra Mourão is former president of the Professional Ethics Committee…