Fall 2017 Course Schedule

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

Meets: 04:00 PM - 05:50 PM (TH*) - Warren - Room N105

Enrolled: 13 / Limit: 16

Administrator Access


Also meets on several Saturday mornings from 9:00 a.m. - noon. 9/23, 10/14, 10/21, 10/28. An additional meeting will take place on Friday, 10/27 from 2:00 p.m. - 5:00 p.m.


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 Georgetown University 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. The negotiations will take place through written exchanges and live negotiations that will be conducted in person or via videoconference.

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.

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

First Class Readings

Textbook: Chapters 1 - 2 and 6


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