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Location Domestic International
Online
Session3, 3

Unit Summary

Unit type

UG Coursework Unit

Credit points

12

AQF level

7

Level of learning

Intermediate

Former School/College

Former School of Law and Justice

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.

GA1: , GA2: , GA3: , GA4: , GA5: , GA6: , GA7:
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:

  1. discuss the sequential development of a business transaction over an extended negotiation
    • GA4:
  2. identify the businesses and legal issues and strategies that impact the negotiation
    • GA4:
  3. explain the dynamics of negotiating and structuring international business transactions
    • GA4:
  4. explain the role that lawyers and law play in these negotiations
    • GA4:
  5. 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 .
Prescribed texts may change in future study periods.