245.9 sec. 001 - International Business Negotiations (Spring 2020)
Instructor: Jay Finkelstein (view instructor's teaching evaluations - degree students only | profile)
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Course End: January 12, 2020
Enroll Limit: 14
As of: 06/16 11:02 PM
APPLICATION DUE DATE: OCTOBER 31, 2019
THIS CLASS INVOLVES INTERNATIONAL TRAVEL AND REQUIRES YOU TO ARRIVE IN TEL AVIV, ISRAEL ON JANUARY 1, 2020. EACH STUDENT MUST FUND $500 TOWARDS THE COSTS OF TRAVEL. Other costs of flights and lodging will be provided for your travel. Any incidental expenses while traveling will be the responsibility of students. THE CLASS WILL BE COMPLETED (except final paper) IN TEL AVIV DURING THE DATES SPECIFIED.
ENROLLMENT IN THIS CLASS IS BY APPLICATION. THERE WILL BE AN INFORMATIONAL MEETING ON WEDNESDAY, OCTOBER 23 AT LUNCH (12:50, ROOM 115) FOR INTERESTED STUDENTS TO LEARN ABOUT THE CLASS AND OBTAIN THE APPLICATION (which can also be requested by email to firstname.lastname@example.org). THE CLASS IS LIMITED TO 12 STUDENTS. THERE WILL BE TWO 3-HOUR PREPARATORY SESSIONS HELD NOV. 14, 15 OR 16 AT TIMES TBD. ATTENDANCE AT THESE MEETINGS, WHILE OPTIONAL, WILL BE ONE OF THE FACTORS I CONSIDER WHEN MAKING ENROLLMENT DECISIONS. Questions should be directed to the instructor at email@example.com.
This course is structured around a simulated negotiation exercise in which the students in this class will represent an African agricultural company (Malundian Cassava Corporation) and the students in a counterpart class at Tel Aviv University will represent a multi-national pharmaceutical company (KJH Pharmaceutical Corporation). The two companies are interested in working together to exploit a new technology developed by KJH Pharmaceutical that uses the cassava produced by Malundian Cassava Corporation. The form of their collaboration could be a joint venture, licensing agreement or long term supply contract. The negotiations will take place through written exchanges and through live negotiations.
The purpose of the course is to provide students with an opportunity (i) to experience the sequential development of a business transaction over an extended negotiation, (ii) to study the business and legal issues and strategies that impact the negotiation, (iii) to gain insight into the dynamics of negotiating and structuring international business transactions, (iv) to learn about the role that lawyers and law play in these negotiations, (v) to give students experience in drafting communications, and (vi) to provide negotiating experience in a context that replicates actual legal practice. This course will also give participants the opportunity to work across cultures with students from a different country.
The course will begin with three introductory sessions focused on understanding and analyzing the facts, identifying substantive legal issues, and developing negotiation objectives and strategy in preparation for the negotiation exercise.
Prior to arrival in Israel, students must complete introductory readings, listen to a pre-recorded initial presentation (1 hour), and attend TWO 3-hour preparatory sessions to be scheduled on two of the following days: evenings Nov 14 or 15 or on Saturday morning Nov 16. Following arrival in Israel, the class will meet for a third 3-hour preparatory class, scheduled for Jan 3 (morning). These classes will focus on understanding and analyzing the facts, identifying substantive legal issues, and developing negotiation objectives and strategy in preparation for the negotiation exercise.
The class will engage in four days of live, face-to-face negotiations with the counterpart class from Tel Aviv University as well as participate in separate discussion and strategy sessions. These classes will be held January 5 through Jan 8. (NOTE: In Israel, Sunday is the first day of the week and neither Dec 31 nor Jan 1 is a holiday). On Jan 9 there will be a full day tour to Jerusalem for all students. There will be time to explore Tel Aviv during weekends and evenings.
The thrust of this course is class participation and active involvement in the negotiations process. Students are expected to spend time outside of class, working in teams, to prepare for class discussions involving the written exchanges as well as to prepare for the live negotiations. Class discussions will focus on the strategy for, and progress of, the negotiations, as well as the substantive legal, business and policy matters that impact the negotiations, and policy matters that impact the negotiations.
Attendance at the first class is mandatory for all currently enrolled and waitlisted students; any currently enrolled or waitlisted students who are not present on the first day of class (without prior permission of the instructor) will be dropped. The instructor will continue to take attendance throughout the add/drop period and anyone who moves off the waitlist into the class must continue to attend in order not to be dropped.
A class in basic Corporations or Business Organizations is desirable but not mandatory.
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Required Books are in blue
- Negotiating Business Transactions: An Extended Simulation Course
Daniel D. Bradlow and Jay Gary Finkelstein
Edition: 2nd Edition (2018)
Publisher: Wolters Kluwer
e-Book Available: unknown
Copyright Date: To Be Determined
Price Source: user provided