International Business Negotiation - LAW00040M
Module summary
Students will be given the opportunity to learn about the theory of negotiation and to practise those skills by taking part in a simulated business negotiation with a team of law students based in the USA. Students will work as a team to prepare for and take part in a series of live negotiations.
Module will run
| Occurrence | Teaching period |
|---|---|
| A | Semester 2 2025-26 |
Module aims
The purpose of the course is to provide students with an opportunity (i) to experience the sequential development of a business transaction over an extended negotiation, (ii) to study the businesses and legal issues and strategies that impact the negotiation, (iii) to gain insight into the dynamics of negotiating and structuring international business transactions, (iv) to learn about the role that lawyers and law play in these negotiations, (v) to give students experience in drafting communications, and (vi) to provide negotiating experience in a context that replicates actual legal practice with an unfamiliar opposing party
Module learning outcomes
- Understand the business and legal issues and strategies that impact on business negotiations
- Critically analyse the dynamics of negotiating and structuring international business transactions
- Practise and develop negotiation skills through participating in and supporting live negotiations
- Explain the role of lawyers and law in negotiating international business transactions
- Be able to draft appropriate communications between parties to an international business transactions
Indicative assessment
| Task | % of module mark |
|---|---|
| Departmental - attendance requirement | 30 |
| Essay/coursework | 70 |
Special assessment rules
None
Indicative reassessment
| Task | % of module mark |
|---|---|
| Essay/coursework | 30 |
| Essay/coursework | 70 |
Module feedback
Students will receive weekly feedback from both peers and tutor as the negotiation unfolds. A constant cycle of practice and reflection is central to this module.
Indicative reading
D. Bradlow and J. Finkelstein, Negotiating Business Transactions: An Extended Simulation Course (Wolters Kluwer, Aspen Coursebook Series, 2013).