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Course Descriptions

Course Descriptions

International Business Negotiations (Spring 2019)

  • Course Number: LAW-831
  • Class Number: 03585
  • Instructor: Anya Goldin

Course Description


This course is structured around a simulated negotiation exercise that will cover the entire Spring Semester.  The students in this class will be divided into two (or more depending on the number of students in the class) teams, with one team representing a US pharmaceutical company (KJH Pharmaceutical Corporation) and the other team representing an African agricultural production company (Malundian Cassava Corporation).  The two companies are interested in working together to exploit a new technology developed by KJH Pharmaceutical that uses the cassava produced by Malundian Cassava Corporation. The form of their 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 real-time negotiation.

The thrust of this course is class participation and active involvement in the negotiations. Students are expected to spend time outside of class, often working in teams, to prepare for class discussions involving the written exchanges as well as preparing for the live negotiations. Class discussions will address substantive and procedural aspects of legal and business issues that commonly arise in international deals and their impact on negotiations, as well as strategy for, and progress of, the negotiations. Our focus in class discussions will be on risks that arise in cross-border transactions and various ways to mitigate such risks.


I will have weekly office hours at a time to be announced. Please e-mail to make an appointment to see me during office hours. If for some reason you cannot see me during office hours, I am also available by appointment at other times.


To provide an opportunity to gain insight into the dynamics of structuring and negotiating an international business transaction.
To gain an understanding of the role that lawyers and law play in international deal-making.
To give students experience in drafting communications and conducting actual negotiations.
To highlight legal and related business issues that are unique in international deal-making.


Textbook by Daniel D. Bradlow and Jay Gary Finkelstein, Negotiating Business Transactions (2nd ed. 2018) 

Excerpts from the following optional background reading materials will be distributed in class:

Richard D. Lewis, When Cultures Collide: Leading Across Cultures (3d ed. 2006)


In order to successfully complete this course, students must meet the following requirements:

The class meets for 2 hours once a week.
Class Participation. Because much of what you will learn will be through participation in class discussions and actual negotiations, attendance is mandatory. Active participation in class discussions, live negotiations and team work will constitute 25% of the final grade.  This portion of the grade will be based on the following: (a) the students' conduct of the negotiations; and (b) class presentations and discussions.
Diary. Throughout the class and the negotiations, each student should keep a diary of the student’s impressions of the process, strategy and progress of the negotiations.  There should be one diary entry for every other live negotiation session (approximately 5 diary entries throughout the course).  Each entry should be not more than one page.  The diary should contain the student’s critical assessment of (a) the student’s and team’s preparations for the negotiations, (b) the student’s and team’s performance during the negotiating session, and (c) the student’s assessment of the opposing team’s performance during the negotiating session. The diary will constitute 25% of the final grade.


Course Details

  • Unit Value: 2
  • Grading Options: Numerical or CR/D/F
  • Schedule: T 2:00 pm - 3:50 pm
  • Room Number: Room 12
  • Exam: Paper and simulations
  • Writing Requirement: No
  • Skills/Experiential Unit Requirement: yes
  • Participation: Required and graded