Fall 2012 Course Schedule

Intl Busnss Negotiations (LAW-990-001)
Bradlow, Frankel

Meets: 03:00 PM - 05:50 PM (MW) - Room 500

Enrolled: 13 / Limit: 22

Administrator Access


There will be 2 groups. One will meet Mondays; the other Wednesdays and some weeks will meet together.


This course is structured around a simulated negotiation exercise in which the students in this class are divided into two groups. One group will represent a US pharmaceutical company (KJH Pharmaceutical Corporation) and the other will represent an African agricultural production company (Malundian Cassava Corporation). Each of the co-teachers for the course, will act as an "advisor" to one of the companies.

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 purpose of the course is to provide students with an opportunity to gain insight into the dynamics of negotiating and structuring international business transactions, to learn about the role that lawyers and law play in these negotiations, and to give students experience in drafting communications and actual negotiations. Students will also learn about the legal and business issues that may arise in joint ventures and licensing agreements.

The thrust of this course is class participation and active involvement in the negotiations process. Students are expected to spend time outside of class, often working in teams of two or more, to prepare for class discussions involving the written exchanges as well as preparing for the live negotiations. Class discussions will focus on the strategy for, and progress of, the negotiations, as well as the substantive legal, business and policy matters that impact on the negotiations.

Textbooks and Other Materials

The textbook information on this page was provided by the instructor. Students should use this information when considering purchases from the AU Campus Store or other vendors. Students may check to determine if books are currently available for purchase online.

First Class Readings

International Business Transactions: (the materials for this course are available from WCL)

CLASS 1: MONDAY August 20, 2012: Introduction to Class and General Discussion of"Negotiation Cycle"

Readings: Materials: Chapters 2-3 (PP 9-29) and Chapter 6 (PP 70-109)