Spring 2015
    Law No.: LAW9199
    Sched. No.: 115210195

International Business Negotiation *
Section 1
X
Martin, Edwin M.



Administrative Information:
During SIS enrollment, check on SIS for real-time enrollment numbers
Days, Times (Room):M, 1600-1800 (WB129)
F, 1000-1300 (SL208)

Credits:3Type:Seminar
Capacity:15 **This information is current as of 12/19/2014 06:13:51 AM**
Current Enrollment:15 **This information is current as of 12/19/2014 06:13:51 AM**

Course Description:

IMPORTANT: This course will meet on Mondays 4:00-6:00 p.m. AND on selected Fridays: February 6, 13, 20; March 6 from 10am to 1pm, and on March 27 from 10am to 2pm. In addition, the simulated exercise may change.

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This course is structured around a semester-long, simulated negotiation exercise in which the students in this class will represent a US pharmaceutical company (KJH Pharmaceutical Corporation) and the students in a similar class at Bucerius School of Law in Hamburg, Germany will represent an African agricultural production company (Malundian Cassava 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, a licensing agreement or a long term supply contract. The negotiations will take place through written exchanges and through live negotiation via videoconference. Substantive law issues related to the transaction, as well as negotiations strategy and related issues, will be addressed in this class.

The goals of this course are (i) to introduce students to transactional law, (ii) to provide negotiations training in the context of transactional practice, and (iii) to further practical legal skills. The focus is on having students apply their legal and non-legal knowledge in the context of serving as a lawyer negotiating an international business transaction within the controlled environment of the classroom.

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 preparing 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 on the negotiations. Grades will be based on participation in the exercises, students’ diaries, and a final paper (see, “Course Requirements,” below).

NOTE: This class has five Friday morning sessions as well as the Monday afternoon sessions. The Friday sessions are devoted to the live negotiations with Bucerius. Due to the Friday sessions, the Monday sessions will end earlier in the semester. The seminar will meet on selected Fridays, 10:00 a.m. - 1:00 p.m.

PREREQUISITES: Corporations or Negotiation Institute (SC) or prior negotiations experience recommended, but not required
COURSE REQUIREMENTS: In order to successfully complete this seminar, students must meet the following requirements:
1) Active participation in (i) class discussions regarding the preparation of the written exchanges in the negotiation, (ii) the live negotiations, and (iii) class analysis of the process and progress of the negotiations. Participation in the exercise will constitute 40% of the final grade.
2) Throughout the class and the negotiations, each student must keep a diary of the student's impressions of the process, strategy and progress of the negotiations. There should be one diary entry to each class session devoted to the negotiation (beginning with Class 3) and one for each live negotiation session. Each entry should be approximately one page. The diary should contain the student's critical assessment of (i) the class' communications to Bucerius, (ii) the process of drafting each communication, (iii) the responses received from Bucerius, and (iv) the live negotiations with Bucerius. The diary will be handed in on the last class date and will constitute 30% of the final grade.
3) Serve as a Lead Advisor (generally in a team of two or more) in one or more classes during the simulation exercise. The functions of the Lead Advisor include: Preparing an initial draft communication for the class to consider as it develops KJH's next communication in the negotiations with MCC, chairing class discussions and preparing the final communication to MCC, and submitting the communication to MCC in a timely manner. (MCC meets on Wednesdays so that the KJH communication must be submitted by 10:00 am on Tuesday mornings.)
4) Write a 10-12 page retrospective paper after the conclusion of the exercise. More detailed instructions will be provided in class. This paper will constitute 30% of the final grade.
SPECIAL ADVISORIES: Due to the coordination with the class in Hamburg, Germany, THIS CLASS DOES NOT CANCEL EVEN IF UVA IS CLOSED: WEATHER: – IN THE EVENT OF A WEATHER CLOSING, THIS CLASS WILL BE HELD VIA CONFERENCE CALL DIAL-IN. IF THAT IS NECESSARY, CONFERENCE CALL INFORMATION WILL BE PROVIDED VIA EMAIL.

Prerequisites:Corporations or Negotiation Institute (SC) or prior negotiations experience recommended, but not required
This course is on the professional skills course list.