Spring 2017 Course Schedule

International Business Negotiations (LAW-990-001)
Robert Lawrence

Meets: 04:00 PM - 05:50 PM (M) - Room N105

Enrolled: 15 / Limit: 16

Administrator Access


There are no notices at this time.


This course teaches hands-on, real-world negotiation skills in a simulated negotiation in which the American University class will represent a US pharmaceutical company, KJH Pharmaceutical Corporation (KJH), and a class at another law school will represent an African agricultural production company, Malundian Cassava Corporation (MCC). The two companies are interested in working together to exploit a new technology developed by KJH Pharmaceutical that uses the cassava produced by MCC. The form of their collaboration could be a joint venture, a licensing agreement or a long term supply contract, depending on the negotiated outcome. The negotiations will take place through written exchanges and live negotiations that will be conducted via videoconference or face-to-face meetings.

The purpose of the course is to provide students with an opportunity to: (i) experience the development of a business transaction; (ii) participate in a live, extended negotiation in a context that replicates actual legal practice with an unfamiliar opposing party; (iii) understand the business and legal issues that impact the negotiation; (iv) gain insight into the strategies used in negotiations and the dynamics of international business transactions; (v) learn about the role that lawyers and law play in these negotiations; and (vi) gain experience in drafting communications.

Students are expected to spend time working in teams outside of class to prepare written communications to the other counsel and prepare for live negotiations. Class discussions will focus on the deal framework, strategy for the negotiations and tactics, as well as the substantive legal, business and policy matters that affect the transaction. Evaluation will be based upon class participation, contributions to the written communications and a final paper.

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.

TEXTBOOK: D. Bradlow and J. Finkelstein, “Negotiating Business Transactions: An Extended Simulation Course” (Wolters Kluwer, Aspen Coursebook Series, 2013).

First Class Readings

No reading required for the first class.


Use your MyAU username and password to access the syllabus in the following format(s):