This unit introduces students to negotiations and transactional legal practice through a structured simulated negotiation exercise. Students will represent different international companies interested in working together to exploit a new technology. The form of collaboration could be a joint venture, a licensing agreement or a long term supply contract. The negotiations will take place through written exchanges and through live negotiations.
1. Introduction to International Business Transactions
- The role of lawyers
- Financial analysis
2. Simulation Exercise
- The process of negotiation
- Issues in international negotiations
- Inter-relation of business, finance and law in transactional negotiations
- Special issues in negotiations: Impasse; Right of First Refusal; Inter-related Agreements
4. Structures of Transactions
- Joint Venture Agreement
- Supply Agreement
- License Agreement
5. Impact of the Press
Unit Learning Outcomes express learning achievement in terms of what a student should know, understand and be able to do on completion of a unit. These outcomes are aligned with the graduate attributes. The unit learning outcomes and graduate attributes are also the basis of evaluating prior learning.
Learning outcomes and graduate attributes
|On completion of this unit, students should be able to:||GA1||GA2||GA3||GA4||GA5||GA6||GA7|
|1||discuss the sequential development of a business transaction over an extended negotiation||Knowledge of a discipline|
|2||identify the businesses and legal issues and strategies that impact the negotiation||Knowledge of a discipline|
|3||explain the dynamics of negotiating and structuring international business transactions||Knowledge of a discipline|
|4||explain the role that lawyers and law play in these negotiations||Knowledge of a discipline|
|5||communicate and negotiate in a context that replicates actual legal practice||Knowledge of a discipline||Lifelong learning||Communication and social skills|
- Daniel Bradlow and Jay Finkelstein, 2013, Negotiating Business Transactions: An Extended Simulation Course, Wolters Kluwer, New York. ISBN: 978-1-4548-3071-9.
Teaching and assessment
Commonwealth Supported courses
For information regarding Student Contribution Amounts please visit the Student Contribution Amounts.
Commencing 2017 Commonwealth Supported only. Student contribution band: 3
Please check the international course and fee list to determine the relevant fees.