University of Denver

Negotiating Business Transactions: An Extended Simulation Course

This textbook was developed by the instructors of the International Business Negotiations course and is used to facilitate the various aspects of the course. Negotiating Business Transactions: An Extended Simulation Course contains factual and contextual materials, negotiating instructions for each side of the classroom negotiation, and background readings. By bringing a complex business deal into the classroom, students learn through practicing, while also studying objectives, structures, and strategies in an experiential learning environment. The textbook enables students to develop both negotiating and drafting skills and allows them to explore the interaction between business and legal issues in the context of structuring those deals. Then, students can apply what they have learned to produce a solution that meets the client’s objectives and is acceptable to both parties.

A complete Teacher’s Manual accompanies the textbook and includes a syllabus, alternative class formats, sample lecture outlines for issues raised by the simulation, sample PowerPoint slides, and debriefing issues.