Entertainment Business Affairs Negotiation



This course is a negotiation skills course in which students will engage in a series of seven mock negotiations - modeled after actual industry deals - covering television, motion picture and legitimate theater deals.

Each negotiation exercise will include substantive, in-class instruction in the relevant subject matter, including review of long-form contracts; actual mock negotiations, in rotating teams of two students; and in-class debriefing sessions in which both substantive results and negotiating strategies and tactics are discussed and evaluated.

The first negotiation is an in-class, ungraded exercise; the remaining six negotiations are held out of class, with the four negotiators on each deal submitting a signed deal memo memorializing their agreement.