Dealmaking:
Financial and International Business Negotiations

	Professor James K. Sebenius
	One Credit
	Winter term, 1997
	13 two-hour sessions + paper
	Notes:	Enrollment limited to 40 students. This course will meet once per week (currently scheduled for Wednesdays, 3:00-5:00 p.m.); additional out-of-class negotiations will be required.

Career Focus:

• the advisory and principal sides of investment banking;

• business development;

• venture capital, private equity investment, and entrepreneurial ventures;

• buyouts and restructurings;

• foreign direct investment; and

• companies involved in a range of cross-border transactions and relationships.

Topics and Pedagogy:

  In developing the framework, cases will include mergers and acquisitions, buyouts and divestitures, restructurings, venture capital and private equity investments, auctions, foreign direct investment, as well as entrepreneurial situations; throughout, cross-border and cross-cultural transactions will be emphasized. Course segments will be designed to develop several themes:

• Structuring transactions that create value and are sustainable;

• Analyzing cross-cultural and cross-border dimensions of complex deals;

• Analyzing and choreographing negotiations involving multiple stakeholders interacting over time;

• The role of internal organizational processes and different traditions of corporate governance in developing strategy and tactics for negotiations; and

• The logic and psychology of strategic interaction, including analysis for auction and bidding situations.