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IÉSEG School of Management ( IÉSEG )

Code Cours :



Niveau Année de formation Période Langue d'enseignement 
Professeur(s) responsable(s)C.SUDBOROUGH
Intervenant(s)Calliope M. SUDBOROUGH

Pré requis

Interest in acquiring a legal perspective of contracts and their negotiation. Motivation to participate in class and invest time in private study.

Objectifs du cours

At the end of the course, the student should be able to:
Understand how the law of contracts functions in commercial negotiations and relationships in order to negotiate more effectively, to anticipate contract-related problems and to know when and how to liaise with legal counsel. In particular, students should:
Have a practical understanding of the legal system.
Understand the purpose, basic legal elements and terms of a contract and understand how contracts are made.
Be familiar with the legal framework for contracts (for ex: choice of law, CISG/UNIDROIT principles and predefined commercial terms).
Identify an unenforceable contract and understand the legal remedies in the event of a dispute.
Acquire competencies in negotiation and drafting of contracts and be able to avoid pitfalls in contracting.

Contenu du cours

A skilled negotiator must have a solid understanding of contract law, which lies at the heart of all commercial activity. This foundational course will provide students with insight into the key elements of contract law and negotiations so that they can better manage their commercial relationships and projects. Through in-class discussion and case study analysis as well as take-home assignments, students will learn theory and real-life practice.
The course topics will include the legal framework surrounding contracts and the basics thereof such as (i) the formation, performance, breach, termination and interpretation of a contract; (ii) the significance of contract towards the parties thereto and third parties; (iii) the variety of contracts; (iv) the distinction between contracts and quasi-contracts; and (iv) the variety, scope and limitations on remedies. Students will also learn about contract negotiation and drafting, obtaining legal advice and dispute resolution clauses.

Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Cours interactif16,00  
Travail personnel
Individual Project20,00  
Group Project8,00  
Charge de travail globale de l'étudiant50,00  

Méthodes pédagogiques

  • Recherche
  • Projet
  • Cours interactif


Students' evaluation includes: 35% based on their class performance (presence, punctuality, participation and preparedness), 50% on a final written exam and 15% on reading and writing assignments.

Type de ContrôleDuréeNombrePondération
Contrôle continu
Présentation orale16,00030,00
Projet Collectif8,00035,00
Rapport écrit26,00035,00
TOTAL     100,00


  • Further suggested readings may be provided during class and via the internet. -

* Informations non contractuelles et pouvant être soumises à modification
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