Detailed program : MSc Internationl Business Development, Focus Europe

INTERCULTURAL MANAGEMENT IN EUROPEAN CONTEXT (BMSRH007)

The course � intercultural management in a european context � is designed to meet the needs of future managers and executives in developing intercultural thinking and decision-making so that they can develop culture-sensitive competencies.
As a main objective participants will have to develop the necessary intercultural skills to manage companies, teams and individuals according to a three-step approach :
o Develop Cultural awareness
o Acquire knowledge about intercultural management
o Develop intercultural skills for management purposes in Europe

The course provides participants with a general overview of concepts of intercultural management, definitions of culture, management, intercultural management. Beside this, the course intends to develop methods for the understanding and using differences, similarities and synergies in managing organisations in european countries. Concepts and different approaches for comparing management countries and for developing intercultural skills will be discussed. This will help students do develop a solid background for the understanding and implementing of intercultural strategies in terms of management, communication and negotiation.

INTERNATIONAL TRADE, MARKET ENTRY, STRATEGY & OPTIONS (BMSAI014)

To familiarized student to the fact that the decisions taken for the sales development when entering the European market, and the choice of a distribution channel , according to the different options, will have further influences on the company organization and the company economy strategy . To study direct and indirect export channels to analyse what elements to take into account negociating trade agreements. To integrate markets specificities in the international development of the company

The distribution strategy in an European development of the company. This course aims to familiarize students with the stakes directly linked to the choice of an appropriate distribution strategy operating in an European market; to outline the main characteristics of and procedures involving international sales agreements relating to the following : subsidiary company. Sales representation agreements franchizing agreement,joint-venture and licensing agreement,. Each of these options will be studied , in order to understand the pros and cons as well as the potential risks of each.

LEGAL & FINANCIAL DIFFERENCES IN INTERNATIONAL AND EUROPEAN BUSINESS PRATICES (BMSAI012)

EDUCATIONAL AND/OR PROFESSIONAL PURPOSES :
1/ The ?uro in the foreign exchange market- Foreign currency transaction

- The student will be able to assess the position of the EURO in international financial transactions

- The student will be able to measure the impact of the use of foreign currencies in the cash management
- The student will be able to manage the foreign exchange exposure due to the commercial transactions and investments


2/ International financial payments
- The student will be able to make a choice between different means of payment to be used in a commercial contract according to different criteria (security, treasury, bank fees)
- The student will know how financial payments are registered in the correspondant banks accounts
- The student will know the different points that to be negotiated with the commercial partner to set up a letter of credit
- The student will know the different points that to be negotiated with the banks to set up a letter of credit


3 International trade financing for a European company


By the end of the module students should be able to:
- Identify the different needs for funding because of the international payments and transactions
- Make the best use of the different opportunities on the financial markets
- Select the best financial resources according to different criteria (market opportunities, Public financing and subsidies, bank loan, self financing, costs of the funding)

-- Three main subjects: The general idea is that the success of a multinational firm depends on its ability to recognize and benefit from market opportunities. The program addresses global economy issues, therefore the module learning outcomes have a global view over foreign exchange, foreign transactions, foreign investing and financing, for international financial decision making.


1/ The euro in the foreign exchange market- Foreign currency transaction

- Management of the exchange risk and cash management in foreign currencies are the central points of the course
- The foreign exchange market and how it works and the position of the EURO in this market
- Technical aspects of foreign exchange transactions carried out by companies within their commercial contracts with foreign countries
- Special emphasis will be put on an evaluation of both strategic and financial consequences of operating in Europe. Emphasizing on risk management, several risks are discussed: foreign exchange, interest rate, country and regulation.
- A particular importance is given to emerging financial markets and the role played by newly international countries in European international relations
2/ International financial payments

- When signing a commercial import or export contract, a company has got to make the best choice between different means of payment
- An import company does not want to pay unless it is sure to receive the goods in due time and in good condition
- An export company wants to be sure to be paid in due time

3/ International development financing for a European company

- A company that wants to increase its international activity has to find the funding for its market research, for its investments abroad, for the delays of payments granted to the customers, to get guarantees of banks to be in a position to export or import goods and to answer international tenders
- The financing of the international development of a European company requires some specific techniques and an ability to use different kinds of funding
- Political risks, foreign customers risks, foreign bank risks are to be evaluated and covered
- Interests and commissions to pay to banks and Insurance Companies are to be taken into account to do the pricing of the commercial transactions

EUROPEAN MARKETS. STRUCTURE, TRADE, MARKET ANALYSIS AND THE EUROPEAN ENLARGEMENT (BMSAI008)

The pedagogical and professional objectives are as follow :

- Make the students think about the European challenges

- Give them a flavour of the new Europe , its challenges and issues to solve to become a international power

- Get knowledge and understand the EU to become a full player

- Understand why the Enlargement is already a reality for the "entrepreneurs"

This module about Europe will be based on the key ideas to get an understanding about the new challenges for the European Union.
We will focus on the new and former European nations and people from Europe with the particular case of the enlargement of the EU from the EU- 15 to the EU - 25 and the big role played by the former Eastern soviet block.
We will also look at the improvement of the political Europe , how the EU will have to overcome its political freezes and its geopolitics divisions particularly watched during the Irak war.
Last but not least , we will tackle the possibilities and the enlargement process of EU with the Balkans & Central Europe including Turkey.

EUROPE AND INTERNATIONAL MARKETS : AREA FOCUSED ANALYSIS (BMSAI007)

To be able, as an European, to approach the business world with a global and relative vision of the operational practices in different world areas.

The EU approach to investment in the Doha development agenda and the economic partnership agreements. Study of the standardising practices,trade and investment promotion: the challenge for Middle -East /Africa. To apprehend the concept of co-operation and leadership between firms and states through a broad experience in the cement industry in multinational companies.

INTERNATIONAL NEGOTIATION AND CUSTOMER RELATIONSHIP MANAGEMENT (BMSAI010)

1.Understand the stakes of international customer relationship management and the role of negotiation
2.Gain very good command of negotiation techniques and apply them to various international business cases
3.Develop the necessary abilities and skills to successfully negotiate and build profitable customer/provider relationship at the international level.

This course addresses the objectives and stakes of international negotiation for firms. Negotiation skills are taught and extensively practised through case studies and role-plays. International trade negotiation tools (incoterms, pricing structure, payment methods.) are integrated in the cases to be studied.

HUMAN RESOURCES STRATEGIC MANAGEMENT AT THE INTERNATIONAL LEVEL (BMSRH006)

Within the framework of a European managers training, the objective of this module is to provide students with a general survey of human resources management practices within Europe and with the keys to understand the management process in multinational firms.

The module of strategic human resources management presents to the students in same time the strategic dimension of the management and the interest of taking into account the European diversity of practices. Beyond the learning of management tools of HRM, a reflection on the evolution of the HR function and on the implication of the national institutional context on HRM will be proposed.

IN-DEPTH LOOK AT SOME MAJOR INDUSTRIES IN EUROPE (BMSAI009)

1/ To get a global vision of the influence of the European industry worldwide
2/ To understand the particularities and organisation of European Community rules
3/ To situate Europe in a common cultural heritage by developing necessary skills and abilities in order to manage international businesses
4/ To get basic knowledge in order to understand Incoterms properly

The principal objectives of the course are to acquire a wide vision of European major industries through different professional experiences, and evaluate the main characteristics of the European distribution. The technical aspects of the European supply chain will also be taught, with two sessions dedicated to the International Commercial Terms. The influence of the European cultural heritage will be tackled thanks to the studies of the different European policies.

INTERNATIONAL ECONOMIC ENVIRONMENT (BMSAI011)

.To be able to analyse complex situations in order to take strategic decisions allowing companies to develop. Understanding of the important stakes of the XXI� century.

The world is moving rapidly. Geopolitics is an issue that involves several players on the international scene and companies are one of these players. They have to take into account the risks but also the opportunities offered by globalisation. The expansion the European Union has an important role to play and the stakes are high.

INTERNATIONAL STRATEGIC MARKETING (BMSAI017)

PROFESSIONAL/SCIENTIFIC: TO GAIN THE KNOWLEDGE AND UNDERSTANDING OF CONTEMPORARY international strategies of firms and its developments; to gain the knowledge and skills of how to internationalize firms from international business and marketing perspective, including international business environment scanning, modes of entries, MNC or SMEs specifics and to professionalize the knowledge and experiences in international business fields and strategy for the purpose of her/his carrier growth and growth of its firm/institution.

Educational: to be capable of team and project work; gain the skills of oral presentations; be able to read and understand the professional literature in international business and use different techniques for data and information collection and its analysis; to professionalize the knowledge and experiences in international business fields and strategy for the purpose of her/his carrier growth

. understand the dynamism of international markets and development of international business strategy
. understand why and how firms internationalize
. develop capabilities and knowledge of how to create a successful international entrance strategies incrementally/global
. learn how to use data bases, secondary sources and different market research techniques when creating international business strategies
. develop analytical, writing, teamwork and presentation skills

THESIS (BMGST035)

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