Description du cours

Intitulé de l'Unité d'Enseignement

International Management and Negotiation

Code de l'Unité d'Enseignement

21IDM25

Année académique

2020 - 2021

Cycle

MASTER

Nombre de crédits

5

Nombre heures

60

Quadrimestre

2

Pondération

Site

Anjou

Langue d'enseignement

Anglais

Enseignant responsable

Saad Sed

Objectifs et contribution de l'Unité d'Enseignement au programme

21IDM25 International Management and Negotiation course has two parts:
-Part A-21IDM25 - AA1 International Management taught by Dr Sed Saad;
-Part B -21IDM25 - AA2 Negotiations in an International Environment taught by Dr Adam Steinhouse
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21IDM25 - AA1
International Management
Taught by Dr Sed Saad
Details of course objectives and contribution to the program are in Moodle for students to consult.

1.1 COURSE OBJECTIVES

AA1 course is designed from an international (organizational, cultural and human resources) management point of view. Concepts, methods and tools contribute to a better understanding and assessment of the performance of international management. The latter takes into account components such as vision, strategy, structure, culture and international human resources management.
This course is intended for master degree students who want to develop their abilities to work at the international level.
At the end of this course, students are expected to be able to decode the international management aspects, to assess their international management performance and to come up with ideas for enhancing international management performance. In addition, they will also know how strategic (organizational, cultural and HR) issues in international companies respond to ever-increasing change, internationality, cultural diversity and globalization.

International Management is related to International Strategic Management & International Business, to give necessary background to understand the international external business environment, and explore strategies for entering into international business and managing in the international business environment.

At the end of the course students should be able to
1. CLO1: investigate strengths, weaknesses and implications of different types of international organizations (7 strategy tools)
2. CLO2: identify the different strategic challenges businesses face when one strategically leads/manages in an international environment. (global leadership work)
3. CLO3: explain AI strategic opportunities for international organization/industry/sectors in order to find ways to improve global performance in terms of organizing, culture dimension and human management issues (academic work)
4. CLO4: make an international strategic management audit of an international organization (global consulting work)
5. CLO5: analyse entrepreneurial dimension of international management and integrate the societal issues affecting international business activity (global start-up work)
6. CLO6: recognize the global business strategy and be able to tackle the related challenges and how they could be solved
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21IDM25 - AA2
Negotiations in an International Environment
Taught by Dr Adam Steinhouse

Aims: To equip participants with the skills and knowledge necessary to influence counterparts and other key stakeholders in an international negotiation; to negotiate effectively in a multicultural / international setting; and to understand how best to prepare for such negotiations.

Objectives: As a result of the workshop, participants will: be able to use appropriate tools to develop influential relationships with key counterparts; be able to devise negotiation strategies to achieve stated objectives; have considered and practised skills, tools and strategies suitable for international negotiations.

Prérequis et corequis

21IDM25 International Management and Negotiation course has two parts:
-Part A-21IDM25 - AA1 International Management taught by Dr Sed Saad;
-Part B -21IDM25 - AA2 Negotiations in an International Environment taught by Dr Adam Steinhouse
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Prerequisites (AA1)
• Management (Ref. 11GE041);
• Corporate Strategy (Ref. 21GE030)
• Organizational Theory (Ref. 13SH021)
• Import-Export strategy (Ref. 21GE010)
• Basics of HR management (Ref. 21ICI10)

Preliminary knowledge needed on strategic management:
• Business-level strategy vs. Corporate-level strategy
• formulating and building competitive advantage that addresses
o where to compete (products/services, markets and customers),
o how to compete (competencies, partnerships and other sources of advantage)
o who to compete with (competitor behavior, competitive situations)
• achieving and sustaining competitive advantage by framing opportunities into specific strategic options
• Develop and execute a strategic plan to achieve sustainable competitive advantage

Preliminary knowledge needed on the management of global business
• learn different ways to expand internationally and challenges to address;
• be aware of new competition facing companies in globalization;
• Emerging economies context and impact on international management
• strategic alliances, mergers and acquisitions as consequences of the global pressure for competitiveness
• identify the associated strategic issues and operational decisions.
• Position and understand the functioning of an organization, in its local and international socio-economic dimensions

Preliminary knowledge needed on the economy of global business
• Introduction to trade, export, import, investment
• moving goods and providing services around the world through supply chain, technology (r)evolution, and digitalization,
• review the macro- and micro-economic environment global trade is taking place;
• understand the reasons pushing companies to globalize;
• Emerging economies context and impact on global trade
• Increase awareness of the economic, social, environmental and ethical issues related to global trade
• The global pressure for competitiveness and effectiveness has the objective of having access to resources, capital and new market opportunities.
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Description du contenu

21IDM25 International Management and Negotiation course has two parts:
-Part A-21IDM25 - AA1 International Management taught by Dr Sed Saad;
-Part B -21IDM25 - AA2 Negotiations in an International Environment taught by Dr Adam Steinhouse
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21IDM25 - AA1 International Management taught by Dr Sed Saad
Content:
• Part 0 Introduction organizational, cultural and human resources aspects of international management (class 1)
• Part I International Strategic Management (class 1 / 2)
• Part II International Multicultural Management vs. Global Leadership (Class 2 / 3 / 4 / 5 / 6)
• Part III: Global Innovation and Society dimension in international context (Class 2 / 3 / 4 / 5 / 6)
• Part IV: Entrepreneurship and Society dimension in international context
• Part V: Global Business and Society dimension in international context (Class 2 / 3 / 4 / 5 / 6)
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21IDM25 - B Negotiations in an International Environment taught by Dr Adam Steinhouse
Content:
Challenges of international negotiations
Bilateral negotiating exercise
Negotiation preparations: Formulating objectives, through consultation and explanation to stakeholders; lobbying techniques and etiquette; project planning; drawing up a negotiating box
Bilateral influencing exercise: Influencing at the pre-proposal stages
Negotiating tools: Factors determining progress of work; do’s and don’ts; making interventions with impact; building a negotiation toolkit; establishing your position; lobbying; procedural points; presentational tips.
Group negotiating exercise: negotiating skills within a complex, multi-party international organisation
Debriefing from exercise and reinforcement of key learning points to cover: role of chair and national representative; lobbying; coordination; finding compromises; operating in an international environment
Finding compromise: Making deals
Consolidation: Learning points, strategies for negotiations, ways to reach agreement.

Méthodes pédagogiques

21IDM25 International Management and Negotiation course has two parts:
-Part A-21IDM25 - AA1 International Management taught by Dr Sed Saad;
-Part B -21IDM25 - AA2 Negotiations in an International Environment taught by Dr Adam Steinhouse
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21IDM25 - AA1 International Management taught by Dr Sed Saad
Details of teaching method/s are in Moodle for students to consult. Theory, Interactive lectures, models, best practices, illustrations, discussions; Guest speakers : International Executives and IHR Managers; Team work business case
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21IDM25 - B Negotiations in an International Environment taught by Dr Adam Steinhouse
Class organisation: Two-day workshop. Presence and active participation in the course are compulsory.

Mode d'évaluation

21IDM25 International Management and Negotiation course has two parts:
-Part A-21IDM25 - AA1 International Management taught by Dr Sed Saad;
-Part B -21IDM25 - AA2 Negotiations in an International Environment taught by Dr Adam Steinhouse
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Details of 21IDM25 - AA1:
Oral exam-30%
Papers-70%
Bonus are also available for participation
Evaluation details on Moodle,, including specifics for first and second sessions
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Details of 21IDM25 - B: Assessment Method: To measure if students meet the course objectives, students' evaluation is based on their active participation in class. More concretely, the students will be marked on: Involvement in the class (frequency and quality of interventions) and a short summary paper at the end of the workshop.

Références bibliographiques

21IDM25 International Management and Negotiation course has two parts:
-Part A-21IDM25 - AA1 International Management taught by Dr Sed Saad;
-Part B -21IDM25 - AA2 Negotiations in an International Environment taught by Dr Adam Steinhouse
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Details of 21IDM25 - AA1: support and bibliographic references are in Moodle for students to consult. See pedagogical document.
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Details of 21IDM25 - B: Materials will be distributed in class and on the Moodle internal site.