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xviii, 303 pages : illustrations, forms ; 26 cm.
  • Preface to second edition
  • 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.
"[This] 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."-- Provided by publisher.
Law Library (Crown)