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Negotiation Advanced: Deals

Spring 2013 Course
Meets: M, T, W 1:10pm - 3:10pm
4 classroom credits

This advanced negotiation course examines complex corporate deals. Many of the class sessions will be structured around recent or ongoing deals, selected for the complex issues of law and business that they raise. Student teams will research and analyze these transactions in order to present their most important aspects and lessons to the class. For many of these presentations (as well as some more traditional case studies and exercises), the lawyers, bankers, and/or business principals who participated in the transaction under discussion will attend class, listen to the team’s assessment, provide their perspectives, and suggest broader negotiation insights.

Topics developed throughout the course include: how negotiators create and claim value through the setup, design, and tactical implementation of agreements; complexities that can arise through agency, asymmetric information, moral hazard, and adverse selection; structural, psychological, and interpersonal barriers that can hinder agreement; and the particular challenges inherent in the roles of advisors as negotiators. The course will also explore the differences between deal-making and dispute resolution; single-issue and multiple-issue negotiations; and between two parties and multiple parties.

The class will be composed of an equal number of HLS and HBS students. These differences in professional background, perspective, and experience should be highly complementary, mutually informative, and in line with the skill set required in most significant negotiations. For HBS students, a basic Negotiations course is a prerequisite. For HLS students, the basic course in Corporations and the Negotiation Workshop are prerequisites, or equivalent. Evaluation will be on the basis of class participation and deal presentation. This course will meet at HBS in Hawes 101 regularly on Mondays and Tuesdays and on occassional Wednesdays. The course will run through Wednesday, May 8.

Pre-requisites: Corporations; Negotiations Workshop or equivalent.

Subject Areas: Business Organization, Commercial Law, and Finance , Procedure & Practice .