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Unit Summary
Unit type
UG Coursework Unit
Credit points
12
AQF level
Level of learning
Intermediate
Former School/College
Unit aim
This unit introduces students to negotiations and transactional legal practice through a structured simulated negotiation exercise. Students will represent different international companies interested in working together to exploit a new technology. The form of collaboration could be a joint venture, a licensing agreement or a long term supply contract. The negotiations will take place through written exchanges and through live negotiations.
Unit content
1. Introduction to International Business Transactions
- The role of lawyers
- Financial analysis
2. Simulation Exercise
3. Negotiations
- The process of negotiation
- Issues in international negotiations
- Inter-relation of business, finance and law in transactional negotiations
- Special issues in negotiations: Impasse; Right of First Refusal; Inter-related Agreements
4. Structures of Transactions
- Joint Venture Agreement
- Supply Agreement
- License Agreement
5. Impact of the Press
Learning outcomes
Unit Learning Outcomes express learning achievement in terms of what a student should know, understand and be able to do on completion of a unit. These outcomes are aligned with the graduate attributes. The unit learning outcomes and graduate attributes are also the basis of evaluating prior learning.
| On completion of this unit, students should be able to: | GA1 | GA2 | GA3 | GA4 | GA5 | GA6 | GA7 | |
|---|---|---|---|---|---|---|---|---|
| 1 | discuss the sequential development of a business transaction over an extended negotiation | |||||||
| 2 | identify the businesses and legal issues and strategies that impact the negotiation | |||||||
| 3 | explain the dynamics of negotiating and structuring international business transactions | |||||||
| 4 | explain the role that lawyers and law play in these negotiations | |||||||
| 5 | communicate and negotiate in a context that replicates actual legal practice | |||||||
On completion of this unit, students should be able to:
-
discuss the sequential development of a business transaction over an extended negotiation
- GA4:
-
identify the businesses and legal issues and strategies that impact the negotiation
- GA4:
-
explain the dynamics of negotiating and structuring international business transactions
- GA4:
-
explain the role that lawyers and law play in these negotiations
- GA4:
-
communicate and negotiate in a context that replicates actual legal practice
- GA4:
- GA5:
- GA6:
Prescribed texts
- Bradlow, D & Finkelstein, J, 2018, Negotiating Business Transactions: An Extended Simulation Course, 2nd edn, Wolters Kluwer, New York. ISBN: 9781454888451 .