Negotiating Business Transactions

2025/2026

Academic Year

ENG

Instruction in English

3

ECTS credits

Delivered at:

School of International Law

Course type:

Elective course

When:

1 year, 3 module

Course Syllabus

Abstract

This course offers a practical, simulation-based introduction to international business negotiations. Students will represent either a pharmaceutical company or an African agricultural producer as they negotiate a complex cross-border business transaction. Through drafting and negotiating a non-disclosure agreement, letter of intent, joint venture agreement, licensing agreement, and long-term supply contract, students gain firsthand experience in developing and executing a business deal. The course emphasizes real-world skills: negotiating and redlining agreements, managing written and live Zoom negotiations with unfamiliar parties, and understanding the legal, business, and strategic considerations that shape international transactions. Students work in teams to prepare negotiation documents and engage in class discussions on deal structure, negotiation strategy, and relevant legal and policy issues. Assessment is based on class participation, performance in negotiations, two short management memoranda analyzing negotiation progress, and a final 8–10 page paper evaluating negotiation outcomes and strategic choices. The course requires active engagement throughout.