(WINTER 2010)

Traditionally, the primary negotiation strategy utilized has been a competitive approach commonly referred to as "distributive bargaining." Recently a more cooperative approach has emerged fostering the term "win-win" negotiation. This approach centers on interests rather than issues and attempts to create value for each side. In an interest based negotiation, attention moves toward solution. Explore the theory and practice of negotiating and the methods of obtaining cooperative conflict resolution. Business managers and professionals will benefit by examining positional bargaining, cooperative approaches to impasses and collaborative styles of negotiation techniques. University of California, Irvine Extension is a State Bar of California approved MCLE provider (provider number 2560). Eligible participants will earn up to 18 hours of general MCLE credit based on attendance. To verify attendance and calculate eligible hours, students must sign weekly MCLE forms.

Mari J. Frank, J.D., is a nationally recognized professional. She is an attorney/mediator and author. Frank has appeared on Dateline NBC, 48 Hours, and Investigative Reports. She has been interviewed by the Wall Street Journal, the Los Angeles Times, US News, World Reports and numerous other national television and radio shows, and in magazine articles.