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International Legal and Business Negotiations. Международные юридические и деловые переговоры. Курс 15 января - 5 марта 2022 г.

27.12.2021Pericles Center for International Legal Education, www.pericles.ru

International Legal and Business Negotiations

15 января - 5 марта 2022 г.

Длительность курса 8 недель, 24 часов. Занятия один раз в неделю по сб. с 11:00-14:00

Формат: бимодальный (очно или онлайн)

Занятия ведет Prof. Lissniak

Стоимость курса 70500 рублей для физ. лиц, 75000 рублей для юр.лиц




Call for more information 495-649-2273


“In negotiations never get angry. Convince people. Preferably with a gun.’
Don Corleone. The Godfather. Mario Puzo.

This course is a joint program with law students from Pericles Law Center and business students from the Higher School of Economics, Masters of International Business Program, and Luiss University in Rome, Italy. Students are from various countries.



To introduce a student to one of the most important skills in business and law. This course provides thorough and professional practice in business and legal oriented negotiations. It teaches the theory of negotiation and the skills necessary to become an effective negotiator, learned in part through active exercises and simulations. The course introduces you to negotiation strategy and tactics. It teaches how to prepare, how to identify acceptable negotiated solutions and best alternatives, and how to deal with difficult negotiators. Much of the emphasis is on international and cross-cultural negotiations. This course is useful for lawyers and managers involved in negotiations on a daily basis, and recent graduates planning their careers in business. Lawyers will also be introduced to the role of the lawyer as a negotiator, and experience the lawyer/client relationship in the negotiations process.


The major course goals are to:

  • Provide a framework to help students understand a wide range of negotiations in cross-cultural context;
  • Build the strategic and tactical skills to negotiate more effectively in cross-cultural context.
  • Develop the emotional intelligence competencies to enlarge a skilful negotiator's toolbox.



Good understanding of spoken and written English is needed. This course is open to LLM, MIB and MBA students and taught to the standards of the serious law and business schools. English is the common language, both of instruction and of group negotiations.

Participants must agree to the attendance requirements. This is a practical skills course in which effectiveness depends on your home reading and class participation. Hence, the importance of MANDATORY ATTENDANCE. You cannot learn swimming unless you plunge into the water. You will hone your skills in class and not at home. On your sofa you will read the theory and absorb some knowledge. In the class you will be listening, thinking, creating and doing.

Course Length:

(24 clock in-class clock hours). Appropriate home reading, writing, and preparation time is needed. (This course is considered as two unit class for the LL.M. program.)


The course is based on discussion and participation. Classes are comprised of up to 30 minutes of theoretical introduction, then practicing negotiation skills through problems, business games, and analysis of their solutions. In class, students participate in discussions, play roles in mock negotiations, hone their persuasion skills with classmates, watch video clips, and complete diagnostics tests.

Home reading and preparation are needed. The focus, while in class, is not to repeat the home reading, but to give students opportunities to practice and refine their skills in a wide range of real life situations (sales, rental agreements, trade union conflicts, investment transactions, etc.).

During each exercise, the professor mixes and matches students with partners to allow students to practice negotiating with different personality types.



Class Materials are provided on MOODLE. They are taken from a variety of sources (Russian, French, Dutch, and American). A bibliography list will be given. However, the main sources will be:

1. Roger Fisher, William Uri with Bruce Patton, GETTING TO YES, Penguin Books,  1981, ISBN 01401.5735 2 (186 p.)

2. William Uri, GETTING PAST NO, Negotiating Your Way From Confrontation to Cooperation, Bantam Books, 1991, ISBN 0-553-37151-2 (171 p.)

An optional text that you might benefit from is: Mnookin, Peppet and Tulumello , Beyond Winning, The Belknap Press of Harvard University Press;

You are highly advised to purchase these excellent texts if you have the opportunity.




Call for more information 495-649-2273




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