Every business transaction begins with a negotiation and is ultimately governed by an agreement. Whether launching a startup, hiring employees, raising investment capital, purchasing goods, licensing technology, forming partnerships, acquiring customers, or managing suppliers, business leaders negotiate constantly and rely on contracts to transform conversations into enforceable business relationships. The ability to negotiate effectively and understand contractual principles is one of the most valuable executive skills for reducing risk, creating value, and building long-term commercial success.
Contracts & Negotiations Basics is a practical, executive-oriented course designed to equip Junior MBA students with the strategic thinking and communication skills necessary to negotiate effectively and understand business agreements from a managerial perspective. Rather than emphasizing legal theory or courtroom procedures, the course focuses on value creation, relationship building, negotiation psychology, contract structure, risk management, partnership development, artificial intelligence, digital commerce, conflict prevention, and executive decision-making.
Students will explore negotiation preparation, bargaining strategies, contract design, commercial relationships, digital agreements, startup negotiations, investor discussions, supplier contracts, dispute prevention, and strategic leadership. Throughout the course, emphasis is placed on practical business application, preparing future entrepreneurs and executives to negotiate confidently and build agreements that create long-term organizational value.
Course Objectives
By the conclusion of this course, students will be able to:
• Understand the strategic role of negotiation and contracts in business success.
• Develop effective negotiation strategies for diverse business situations.
• Recognize the essential components of well-structured commercial agreements.
• Build mutually beneficial relationships through collaborative negotiation.
• Identify and reduce contractual and commercial risk.
• Apply negotiation psychology to improve business outcomes.
• Utilize artificial intelligence and digital technologies responsibly in contract management.
• Strengthen communication and conflict prevention skills.
• Integrate negotiation thinking into executive decision-making.
• Lead organizations that create sustainable value through disciplined agreements and strategic relationships.
