Negotiating business transactions : an extended simulation course / Daniel D. Bradlow, Professor of Law, American University Washington College of Law and Centre for Human Rights, University of Pretoria; Jay Gary Finkelstein, Adjunct Professor of Law, American University Washington College of Law, Lecturer, Stanford Law School, Partner, DLA Piper LLP (US)
Introduction -- Introduction to transactional practice -- Role of a lawyer in a business transaction -- Use of financial analysis in transactional practice and negotiations -- The simulation materials -- The process of negotiation -- Lawyer as negotiator : understanding the deal; applying the process -- International negotiation -- Psychology of negotiations -- Special issues in negotiations -- Communication -- Ethics of negotiations -- Transactional documents : a primer -- The letter of intent -- The joint venture agreement -- The license agreement -- The supply agreement -- Conclusion : Looking back
