Переговоры в сфере бизнеса

Магистратура 2025/2026

Статус: Курс по выбору (Право международной торговли и разрешение споров/Law of International Trade and Dispute Resolution)

Кто читает: Департамент международного права

Где читается: Факультет права

Когда читается: 1-й курс, 3 модуль

Охват аудитории: для своего кампуса

Язык: английский

Кредиты: 3

Контактные часы: 28

Full Syllabus Ask Question

Abstract

This course provides a practical, simulation-based experience in international business negotiations. Students represent either a statebased pharmaceutical company or an agricultural producer and negotiate a series of agreements: NDA, LOI, Joint Venture Agreement, Licensing Agreement and Long Term Supply Contract. The course develops theoretical knowledge and skills in drafting and negotiating. This experiential course provides a comprehensive, hands-on simulation of complex business transactions. Students will navigate the intersection of law and business, moving beyond theoretical doctrine to the practical application of legal principles in a commercial setting. Through a series of immersive simulations, students will learn to structure legal relationships, manage client objectives, and resolve the real-time challenges inherent in closing a deal.

Learning Objectives

Learning Objectives and Core Competencies: by the end of this course, students will be able to: analyze and strategize, structure complex deals, apply law to business solutions, master negotiation mechanics.

Expected Learning Outcomes

Analyze and Strategize: Utilize complete simulation materials, including detailed facts, context, and confidential negotiating instructions to analyze transactions and prepare comprehensive negotiation strategies.
Structure Complex Deals: Understand how to architect a business deal from inception to closing, ensuring legal frameworks support and protect commercial objectives.
Apply Law to Business Solutions: Use substantive legal knowledge to find creative solutions to business hurdles, fostering a "problem-solver" rather than "deal-killer" mindset.
Master Negotiation Mechanics: Balance the development of soft negotiation skills with the technical requirements of substantive business law.
Document Transactions: Gain proficiency in drafting and reviewing full sample transactional documents to accurately reflect negotiated outcomes.
Practical Skills and Professional Development : Collaborative Implementation: Learn to work effectively in teams to implement strategies and achieve mutually acceptable outcomes; Interdisciplinary Insights: Receive an introduction to the psychological drivers of negotiation and the fundamental financial aspects of business transactions.
Practical Skills and Professional Development: Professional Responsibility: Navigate the ethical complexities of transactional practice through dedicated materials on Ethics and Negotiation, addressing professional responsibility issues in real-time scenarios.

Course Contents

1. Introduction, Scenario Overview, Deal Framework, International Context, and Negotiation Strategy
2. Assignment: Drafting the NDA
3. NDA
4. Letter of Intent
5. Team Workshop for LOI
6. Introduction to Joint Venture Agreement
7. Written Negotiation Exchange for Joint Venture Agreement
8. Drafting the Licensing Agreement
9. Supply Contract
10. Finalizing the deal: Live Negotiation
11. Final Debrief and Course Wrap Up

Assessment Elements

Class participation
Participation in negotiations
Final paper
Page of up to 4000 words on the overall deal structure, outcomes of negotiations and advice from a student “as a lawyer” to the Board of Directors
Written memoranda
Two written memoranda of two to three pages – average grade for two - 20% . Brief analysis of 2 negotiation sessions, in a form of a note to a new Head of Legal, who will be personally in charge of the project starting from the next week.

Interim Assessment

2025/2026 3rd module
0.2 * Written memoranda + 0.25 * Class participation + 0.3 * Final paper + 0.25 * Participation in negotiations

Bibliography

Recommended Core Bibliography

Folsom, R. H., Van Alstine, M. P., & Ramsey, M. D. (2020). International Business Transactions in a Nutshell, 11th: Vol. Eleventh edition. West Academic Publishing.

Recommended Additional Bibliography

Ralph H. Folsom, Michael Wallace Gordon, Michael P. Van Alstine, & Michael D. Ramsey. (2017). Principles of International Business Transactions. [N.p.]: West Academic Publishing. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1456980

Authors

Smirnova Svetlana Anatolevna

Course Syllabus