國際商務談判理論與實務

Description of the Course and the Objectives of the Course: Content of the Course 1. Effective communication ways between lawyers and clients in international business negotiation. 2. Cooperation with outside counsel or in-house counsel in international business negotiation. 3. Strategy for successful international business negotiation. 4. Process for international business negotiation. Objectives: 1. Understanding the effective communication ways to communicate with clients of the lawyers. 2. Understanding the procedure of international business negotiations. 3. Understanding the methods to become an effective negotiator. Expected Outcomes: 1. Ability to identify the obligations of parties in international negotiations. 2. Ability to participate in a mock negotiations to develop and present legal arguments. 3. Ability to understand and draft position papers in international business negotiations.

This course is for: Students who are interested in learning the rules of international negotiation and international business law. The course is especially suitable for students who planned to work in the law firms. Background of the Students: No specific background required. Basic understanding of international business law is recommended. English Ability Requirements: The course is conducted in English and Chinese. Students need to have ability to read English materials and are willing to participate in the class discussion in English and Chinese.

Course information: The teaching method is a mixture of both lecturing by instructors and discussion between instructors and students on WTO jurisprudence and practices.?

Grading: The grading is based on the following criteria and ratio: 1. Performance in class: Comprising reports, mock negotiations, and class participations. Oral discussion and class participation during the lecture as responding to questions raised by teachers would be strongly encouraged (account for 35%); 2. Term paper or Essay: Evaluation of a term paper will take into account the following criteria: the significance of the topic, soundness of structure and reference, analysis quality and original contribution to legal study (account for 65%) The expected outcome stipulated in above section will be evaluated based on students’ participation in class, the performance of mock negotiations, as well as the demonstration of the student's understanding in the term paper.

• Lawyers as negotiators
• Drafting and reviewing negotiating documents
• The process of negotiation

TEXTBOOK: D. Bradlow and J. Finkelstein, “Negotiating Business Transactions: An Extended Simulation Course” (2013, Wolters Kluwer).