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Business Negotiations and Contracts

Business Negotiations and Contracts

Code: LAW2LF001
Extent: 3 ECTS (81 h)
Timing: Semester 3
Language: English
Level: Joint Professional Studies
Type: Compulsory

Prerequisites

The student has successfully completed the Basic Studies (= the two first semester courses). The course is part of the module Managing Resources for Business and integrated with Ethical Sourcing.

Learning outcomes

Upon successful completion of the course, the student

  • knows how to prepare him-/herself for a business negotiation with a (domestic and/or international) business partner
  • understands both the seller’s and buyer’s roles in contract negotiations
  • is able to debate and use various argumentation methods in different multicultural business negotiations successfully
  • knows the issues to be considered when choosing a contract model and making legal arrangements for business
  • understands the main principles of the law of contract (formation of a contract, invalidity of a contract)
  • has a good knowledge of issues which must be taken into account when drawing up a contract
  • understands the contract obligations and consequences in case of a breach of contract
  • has the basic knowledge of contractual risk management
  • is able to explain (paraphrase) the terms of a contract in plain English
  • understands how one’s position in a company and legal representation are linked in contract negotiations
  • has enhanced his/her HH3S competences as applicable to the course. 

Course contents

  • Different types of contract negotiations in business
  • Negotiation skills and paraphrasing legal English in contracts
  • Negotiations in B2B selling and buying processes
  • Preparing a basic business contract draft for a negotiation setting
  • Conclusion of a contract, invalidity of a contract
  • Essential terms and conditions of business contracts, the legality of which is based in Finland 

Cooperation with the business community

Real business-based examples and cases, guest speakers.

International dimension

Exposure to international contracts.

Teaching and learning methods

Contact lessons
Role-playing exercises
Case studies
Assignments
Examinations
The assessment of one’s own learning 1 h

Accreditation of prior learning

Accreditation of prior learning is observed on the course according to separate instructions. 

Teachers with the main responsibility for the course

Kevin Gore
Satu Pitkänen
 

Course materials

Krois-Lindner, A. 2006. International Legal English. Cambridge University Press: Cambridge, UK.
Rosenberg, M. 2005. In Business. Cambridge University Press: Cambridge, UK. 
Toiviainen Heikki. Introduction to Finnish Business Law. Edita. Helsinki 2008.

Assessment criteria

Grade/Learning outcomes

1 (Min. 40%
competence level)
3 (Min. 70%
competence level)
5 (Min. 90%
competence level)
Knowledge Upon completion of the course, he/she understands both the seller’s and buyer’s roles in contract negotiations. He/she knows the issues to be considered when choosing a contract model and making legal arrangements for business. The student understands the contract obligations and consequences in case of a breach of contract. He/She has the basic knowledge of contractual risk management. The student understands how one’s position in a company and legal representation are linked in contract negotiations. Upon completion of the course, he/she can
explain both the seller’s and buyer’s roles in contract negotiations. He/she knows well the issues to be considered when choosing a contract model and making legal arrangements for business. The student can explain the contract obligations and consequences in case of a breach of contract. He/She has the good knowledge of contractual risk management. The student can explain how one’s position in a company and legal representation are linked in contract negotiations.
Upon completion of the course, he/she can competently explain both the seller’s and buyer’s roles in contract negotiations. He/she has excellent command of the issues to be considered when choosing a contract model and making legal arrangements for business. The student can very competently explain the contract obligations and consequences in case of a breach of contract. He/She has the excellent knowledge of contractual risk management. The student can competently explain how one’s position in a company and legal representation are linked in contract negotiations.
Skills The student knows how to prepare him-/herself for a business negotiation with a (domestic and/or international) business partner. He/she is able to debate and use various argumentation methods in different multicultural business negotiations. The student is able to appropriately prepare him-/herself for a business negotiation with a (domestic and/or international) business partner. He/she is able to effectively debate and use various argumentation methods in different multicultural business negotiations. The student has excellent skills to prepare him-/herself for a business negotiation with a (domestic and/or international) business partner. He/she has excellent skills to be able to effectively debate and use various argumentation methods in different multicultural business negotiations.
Competence He/She is able to explain (paraphrase) the terms of a
contract in plain English with the help of a supervisor. The student shows poor service and sales orientation as required by the HH3S policy.
He/She is relatively independently able to explain (paraphrase) the terms of a contract in plain English. The student shows good service and sales orientation as required by the HH3S policy. He/she is very independently able to explain (paraphrase) the terms of a contract in plain English. The student shows excellent service and sales orientation as required by the HH3S policy.

Modes of assessment and their weights

Attendance 20%
Assignments 30%
Exams 50%

The assessment of one's own learning does not influence the course grade. The assignment is the same for all courses/modules and the answers will also be used for course/module development. The assignment is completed on an E-form.