University of Miami School of Law Course Description - Online System
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Spring 2017

Course Description
There has been a real shift in clients’ demands upon lawyers and their skill set. The best clients – multinational corporations, household name brands – require lawyers who understand their businesses. Legal skills, no matter how expert they are, are no longer considered enough. Whilst newly qualified lawyers will not be expected to be experts in business as well as law, they do need to understand how the world of business operates and acquire skills that will make them more relevant to their clients. Major international law firms now put in place extensive early stage training for new entrants to quickly up skill them in business knowledge and abilities that are relevant to first year lawyers and beyond. This program is built upon that training in order to prepare JD students for their entry into the profession. Clients often express their needs like this – “If you don’t understand my business, you cannot give me the right legal advice”. The purpose of this course is to provide students with a competitive edge – an understanding of business issues as they affect typical law firm clients. To be successful, lawyers need to present confidently and be able to use influencing skills to persuade others to their point of view. There is now a considerable body of academic research which examines areas such as personal impact, influencing skills, developing powerful and supportive business networks and how to best manage client interactions. An early ability to master these skills can improve the impression that young lawyers make with clients and with law firms. Areas covered by the course will include: - MBA Essentials for Lawyers – Business Strategy; Competitive Theories – how businesses win; Innovation; - What does this mean for law firms – how do they compete? - How do clients choose a lawyer? What criteria do they use and how do you match them? The importance of focus for young lawyers. - What clients want in service delivery – the view from the General Counsel - Building a powerful network of contacts and developing a personal brand (online and offline) - The science of influence – how to persuade others to your point of view - Personal impact – what do people think after they have met you. How could you change that, be more confident, competent and likeable.

Short Course Attendance Policy Due to the small number of meetings, attendance to all meetings/classes for short courses is mandatory. Students who miss more than one class session (80 minute) of a 1-credit short course are subject to administrative withdrawal and will have a W for the course on their transcripts.

Course Schedule
Offering Dates: 04-17-2017 - 04-22-2017  

Dates Day Time Room
04-17-2017 - 04-20-2017   MTWR  12:30 PM-1:50 PM F109
04-21-2017 - 04-21-2017   F  2:00 PM-5:00 PM F109
04-22-2017 - 04-22-2017   S  10:00 AM-1:00 PM F109

Course Frequency
Occasional course offering

Course Information

Credits: 1
Pass/Fail Option: No
Method of Evaluation: 3 short 2 page assignments
Graduation Requirements Fulfilled By Course: None
Special Attributes:
Short Course
Special Restrictions:
Law Track(s): None
Bar Subject(s):
Concentration(s): None
Course Book(s): TBD/None      
First Class Assignment(s): TBD/None