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About the Book

Negotiating Business Transactions: An Extended Simulation Course

Front Cover - Negotiating Business Transactions:  An Extended Simulation Course

Daniel D. Bradlow, American University Washington College of Law
Jay Gary Finkelstein, American University Washington College of Law

2013.  350 pages.  ISBN: 9781454830719

With Teacher’s Manual.

About the Book

The only offering of its kind, Negotiating Business Transactions: An Extended Simulation Course contains facts and contextual materials, negotiating instructions for each side, and background readings on all aspects of the transaction. The text is an introduction to both negotiations and transactional legal practice, and meets the ABA practical skills requirements. By bringing a business deal into the classroom, the text helps students study objectives, structures, and strategies and learn by doing in a setting where mistakes become lessons¯not malpractice. The text enables students to develop negotiating and drafting skills as they experience the “real time” challenges of negotiating deals.  Students explore the interaction between business and legal issues in the context of structuring those deals. Then, they can apply what they have learned to produce a solution that meets the client’s objectives and is acceptable to the counterparty. Finally, by understanding the social and environmental impacts of business transactions, students can more fully explore issues of professional responsibility in negotiations. Student response has been consistently and overwhelmingly positive. A complete Teacher’s Manual, developed from experience teaching the course, includes syllabus, alternative class formats, sample lecture outlines for issues raised by the simulation, sample PowerPoint slides, and debriefing issues.  

Features of Negotiating Business Transactions: An Extended Simulation Course:
  • meets ABA practical skills requirements
  • contains simulation materials
  • facts and contextual materials 
  • negotiating instructions for each side 
  • background readings on all aspects of the transaction
  • introduction to both negotiations and transactional legal practice
  • brings a business deal into the classroom to study objectives, structures and strategies
  • an opportunity to learn by doing in a setting where mistakes are lessons, not malpractice
  • enables students to:
  • experience the “real time” challenges of negotiating a business deal
  • explore the interaction between business and legal issues in the context of  negotiating and structuring a business deal
  • apply legal knowledge to produce a business solution that meets the client’s objectives and is acceptable to the counterparty
  • develop negotiating and drafting skills
  • understand the social and environmental impacts of business transactions
  • examine professional responsibility issues in negotiations
  • student response is consistently and overwhelmingly positive
  • supportive Teacher’s Manual developed from experience teaching the course 
  • syllabus 
  • alternative class formats 
  • sample lecture outlines for issues raised by the simulation
  • sample PowerPoint slides 
  • debriefing issues