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About the Book

Negotiating Business Transactions: An Extended Simulation Course

Second Edition 


Daniel D. Bradlow
Professor in International Development Law and African Economic Relations, Centre for Human Rights, University of Pretoria; Professor Emeritus, American University Washington College of Law

Jay Gary Finkelstein
Corporate Transactional Partner, DLA Piper LLP (US); Member of Adjunct Law Faculties at Stanford, Berkeley, Georgetown, and University of Pennsylvania 

2018. 336 pages. ISBN: 978-1-4548-8845-1. With Teacher’s Manual.

Need the First Edition instead? Click here

About the Book

This textbook—targeted to upper-level courses in Transactional Law, Negotiations, and International Business Law—is designed for a unique, simulated transactional negotiations course involving two groups of students (in the same law school or different law schools) representing either a multinational corporation or an agricultural producer in negotiating a complex business transaction.  With ample instructional materials and a simulation exercise that includes individual negotiating instructions for each party, this complete teaching package offers students the opportunity to “learn by doing” and to experience how to negotiate and structure a complicated business transaction.

Hallmark features of Negotiating Business Transactions: An Extended Simulation Course:
  • Complete simulation materials—facts and context, negotiating instructions (included in Teacher’s Manual), and background readings on all aspects of the transaction
  • Balanced coverage of negotiations skills and substantive issues relevant to business transactions
  • Students apply negotiation and business concepts in analyzing the transaction, preparing and strategizing for negotiation, and structuring legal relationships and documents to achieve client objectives 
  • Professional responsibility issues in the context of a negotiation
  • Students learn: 
- the real-time challenges of negotiating a business deal
- where business and law intersect when negotiating a business deal
- how to structure a complex business deal
- how to use their knowledge of law to find solutions in business transactions
- creative problem solving to achieve a mutually acceptable negotiated result 
- how to work collaboratively to implement a strategy
- how to document a business transaction

  • Complete, online Teacher’s Manual (password required) with syllabus, alternative class formats, key issues, lecture outlines, and PowerPoint presentations 

Thoroughly updated, the Second Edition presents:

Preface / Sample Chapters