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Unit Summary

Unit type

UG Coursework Unit

Credit points

12

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:
1 discuss the sequential development of a business transaction over an extended negotiation, identifying the business and legal issues and strategies affecting the negotiation
2 explain the dynamics of negotiating and structuring international business transactions
3 explain the role that law and lawyers play in these negotiations
4 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, identifying the business and legal issues and strategies affecting the negotiation
  2. explain the dynamics of negotiating and structuring international business transactions
  3. explain the role that law and lawyers play in these negotiations
  4. communicate and negotiate in a context that replicates actual legal practice