Eric Max

Lecturer

Contact Information

Primary Email:
emax3@wharton.upenn.edu

Overview

Eric Max, Esq. is a Lecturer at Wharton where he teaches negotiation to MBA students. Prior to teaching at Wharton Eric was an Adjunct Professor at NYU Law School where he taught mediation. Before retiring in 2017, Eric was the Director of the New Jersey State Office of Dispute Settlement (ODS) for almost 30 years. ODS was one of the leading public mediation offices in the country, mediating over 100 cases each year for the state and federal courts. Eric has personally served as a court-appointed mediator in over 1,000 cases and settled claims in excess of $1 billion. Eric is also a recipient of the CPR Legal Program’s National Award for “Outstanding Practical Achievement in Dispute Resolution” for his mediation of complex public disputes.

In addition, Eric has trained hundreds of NJ judges, attorneys and senior state officials in negotiation and mediation techniques. Groups trained include: State Superior Court Judges, State Administrative Law Judges, State Attorney General’s Office, Federal Court Law Clerks, State Police as well as attorneys and retired judges serving on the State Court Mediation Roster. Eric has spoken at both the Third Circuit Judicial Conference and the N.J. Judicial College.

Eric received a Specialization in Negotiation and Dispute Resolution from the Harvard Law School Program on Negotiation and a law degree from Boston University School of Law.

Teaching

Current Courses

LGST806 - Negotiations
This course examines the art and science of negotiation, with additional emphasis on conflict resolution. Students will engage in a number of simulated negotiations ranging from simple one-issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills. Cross-listed with MGMT 691/OPIM 691. ,Format: Lecture, class discussion, simulation/role play, and video demonstrations. Materials: Textbook and course pack.
LGST806407 ( Syllabus )
LGST806409 ( Syllabus )
MGMT691 - Negotiations
This course examines the art and science of negotiation. This course develops managerial skills by combining lectures with practice, using exercises where students negotiate with each other. Over the course of the semester, students will engage in a number of simulated negotiations ranging from simple one issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills. Cross-listed with LGST 806 and OIDD 691.
MGMT691407 ( Syllabus )
MGMT691409 ( Syllabus )
OIDD691 - Negotiations
Negotiation is the art and science of creating good agreements. In this course we will work on both, studying economics and psychology for the science, and practicing actual negotiations for the art. Throughout we think of negotiation in general terms, relevant not only to salary negotiations and home buying, but performance evaluations, speeches, group collaborations and interpersonal relationships. We practice these kinds of negotiations in 2-, 3-, 4-, and 6-person exercises. Potential reasons to skip this particular negotiation course: 1) We have a strong attendance policy, 2) We have strong no-computers/phones policies, 3) the course is very discussion oriented, 4) We survey your work colleagues about your influence tactics, and 5) you have a short assignment due almost every class. Beginning with the second week of class, if you miss one class you lose a letter grade. If you miss two classes you fail. We have this policy because it is an experiential class, and because your attendance directly affects classmates you are paired with. For some weeks you can attend another section if necessary. Cross-listed with MGMT691 and LGST806.
OIDD691407 ( Syllabus )
OIDD691409 ( Syllabus )

Past Courses

LGST806 - Negotiations
This course examines the art and science of negotiation, with additional emphasis on conflict resolution. Students will engage in a number of simulated negotiations ranging from simple one-issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills. Cross-listed with MGMT 691/OPIM 691. ,Format: Lecture, class discussion, simulation/role play, and video demonstrations. Materials: Textbook and course pack.
MGMT691 - Negotiations
This course examines the art and science of negotiation. This course develops managerial skills by combining lectures with practice, using exercises where students negotiate with each other. Over the course of the semester, students will engage in a number of simulated negotiations ranging from simple one issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills. Cross-listed with LGST 806 and OIDD 691.
OIDD691 - Negotiations
Negotiation is the art and science of creating good agreements. In this course we will work on both, studying economics and psychology for the science, and practicing actual negotiations for the art. Throughout we think of negotiation in general terms, relevant not only to salary negotiations and home buying, but performance evaluations, speeches, group collaborations and interpersonal relationships. We practice these kinds of negotiations in 2-, 3-, 4-, and 6-person exercises. Potential reasons to skip this particular negotiation course: 1) We have a strong attendance policy, 2) We have strong no-computers/phones policies, 3) the course is very discussion oriented, 4) We survey your work colleagues about your influence tactics, and 5) you have a short assignment due almost every class. Beginning with the second week of class, if you miss one class you lose a letter grade. If you miss two classes you fail. We have this policy because it is an experiential class, and because your attendance directly affects classmates you are paired with. For some weeks you can attend another section if necessary. Cross-listed with MGMT691 and LGST806.

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