Course Catalogue Master Programmes Incoming Exchange Students Belo Horizonte Campus (Brazil) Spring 2020 - SKEMA Business School

 
Course Catalogue Master Programmes Incoming Exchange Students Belo Horizonte Campus (Brazil) Spring 2020 - SKEMA Business School
Course Catalogue
     Master Programmes
 Incoming Exchange Students
Belo Horizonte Campus (Brazil)
         Spring 2020
              1 / 80
Dear Exchange Students,

Welcome to SKEMA Business School !

Here are a few key instructions on how to consult properly the Belo Horizonte Course Catalogue Spring 2020.

Please read these instructions carefully:

    1) Students are required to choose one program and follow the courses within that one program. It is not possible
       to mix and match courses from different programs due to frequent scheduling clashes.

    2) Pay attention to the pre-requisites! We have highlighted the pre-requisites for courses in red. It is the student’s
       responsibility to ensure he/she has the required academic background to follow the courses successfully.

    3) Special Note for Project and Program Management & Business Development Program! Certain courses within
       this program have extra fees. These fees will apply because students are able to obtain various professional
       certifications once passing the course. The fees requested are directly linked in order to enroll the student in the
       professional certificate examination. Details on the fees are clearly indicated in the course catalogue. Students
       choosing this program will be required to pay the required fees before receiving their acceptance letter. The
       SKEMA International Office will contact students with the payment procedure once the nomination period is
       complete (mid-May).

    4) Special Note for Corporate Financial Management: This specialization is only open to students with the
       required pre-requisites for each course. Be sure to consult the catalogue carefully and all of the pre-requisites
       highlighted in red.

    5) Courses within the catalogue are subject to slight changes.

    6) There is a maximum number of seats available per specialization program.

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Table of Contents
SPRING ...........................................................................................................................................................5
   MSc - Corporate Financial Management (PAY ATTENTION TO ALL PRE-REQUISITES) ................................................ 5
      Advanced financial risk management ............................................................................................................................................... 5
      Data analysis ..................................................................................................................................................................................... 5
      EMPLOYABILITY AND CAREER 2 ........................................................................................................................................................ 6
      Financial commodities management ................................................................................................................................................ 7
      Financial Risk Management .............................................................................................................................................................. 7
      Introduction to commodities market management ......................................................................................................................... 8
      M&As and Corporate Restructuring.................................................................................................................................................. 9
      Management Accounting .................................................................................................................................................................. 9
      Emerging Market Opportunities
      FINTECH Seminar
      Financial Modeling II
   MSc - International Business .................................................................................................................................. 12
      ADVANCED STRATEGY ..................................................................................................................................................................... 12
      BRAZILIAN INTERNATIONAL MARKETS............................................................................................................................................ 12
      CROSS-CULTURAL MANAGEMENT IN LATIN AMERICA ................................................................................................................... 13
      EMPLOYABILITY AND CAREER 2 ...................................................................................................................................................... 14
      ENVIRONMENT, SUSTAINABILITY AND DEVELOPMENT IN LATIN AMERICA ................................................................................... 15
      GLOBAL CLUSTER OF INNOVATION ................................................................................................................................................. 15
      INNOVATION IN EMERGING ECONOMIES : A BRAZILIAN CONTEXT ................................................................................................ 16
      INTERNATIONAL BUSINESS GAME: SKEMASIM ............................................................................................................................... 16
      INTERNATIONAL FINANCE ............................................................................................................................................................... 17
      LEGAL CHALLENGES TO BUSINESS IN LATIN AMERICA

   MSc - International Marketing and Business Development Belo Horizonte ............................................................. 19
      BUSINESS DEVELOPMENT & SALES ................................................................................................................................................. 19
      Business to Business Marketing Management ............................................................................................................................... 20
      Communication and Engagement in an Emerging Society ............................................................................................................. 21
      Digital Marketing Opportunities in Emerging Markets ................................................................................................................... 22
      EMPLOYABILITY AND CAREER 2 ...................................................................................................................................................... 23
      Go to market strategy for Latin America ........................................................................................................................................ 24
      International Negotiation in Sales................................................................................................................................................... 25
      Marketing and Conscious Capitalism .............................................................................................................................................. 26
      New Business Models for Underexplored Segments ...................................................................................................................... 27
      OPTIONAL PORTUGUESE SEMESTER FALL & SPRING ...................................................................................................................... 27
      PRODUCT MANAGEMENT AND OPERATIONAL MARKETING .......................................................................................................... 28
      Services and Customer Experience Management ........................................................................................................................... 29
      Strategic Marketing Business Game................................................................................................................................................ 29
      UNDERSTANDING THE ELUSIVE CONSUMER .................................................................................................................................. 30

   MSc - Project and Programme Management and Business Development ................................................................ 31
      EMPLOYABILITY AND CAREER 2 ...................................................................................................................................................... 31
      Innovation Projects and Knowledge Management ......................................................................................................................... 32
      Management of Operational NGOs ................................................................................................................................................ 33
      Managing Risk, Uncertainty and Complexity .................................................................................................................................. 34

                                                                                               3 / 80
Portfolio Management, PMO and Financing ................................................................................................................................... 35
    Project Planning and Control (EXTRA FEES) .................................................................................................................................... 36
    Business Plans and Business Models
    Project Practice Portfolio 2

PGE – Master 1 Belo Horizonte

    EMPLOYABILITE & CAREER ..................................................................................................................................................................
    INTRODUCTORY FINANCE REFRESHER SPRING ...................................................................................................................................
    MANAGEMENT 2 - ETHICS & GOVERNANCE .......................................................................................................................................
    CHANGE & CRISIS MANAGEMENT ......................................................................................................................................................
    EXCEL SPRING ......................................................................................................................................................................................
    DIGITAL LITERACY : ETHICS OF DATA ANALYTICS & MARKETING DECISION SPRING ..........................................................................
    INTERNATIONAL NEGOCIATION ..........................................................................................................................................................
    MARKETING REFRESHER SPRING ........................................................................................................................................................
    STRATEGY ............................................................................................................................................................................................
    DIGITAL TRANSFORMATION & STRATEGY...........................................................................................................................................
    LANGUAGES .......................................................................................................................................................................................
    MANAGEMENT PRINCIPLES AND PRACTICES
    WELL BEING AND QUALITY OF LIFE
    INFORMATION DESIGN FOR PRESENTATIONS
    DESIGN THINKING
    INTERNATIONAL FINANCE
    INTERNATIONAL MARKETING
    MANAGEMENT OF INFORMATION SYSTEMS

                                                                                             4 / 80
SPRING

MSc - Corporate Financial Management (PAY ATTENTION TO PRE-REQUISITES)
Advanced financial risk management
  Course Code          MSC.CFMM2.FIELE.0132
  ECTS Credits         4
  Course Leader        ALMEIDA DA MATTA Rafael
  Contact Hours        24
  Department           Dept. Accounting and Finance
  Programme            MSc - Corporate Financial Management
  Prerequisites        - Financial risk management.
                           - Financial modeling with Excel.

  Course Description       The course offers an introduction into the evolving and expanding practice of financial risk
                           management analyzing and discussing the various sources of risk. Particular attention is
                           devoted to the main risk management techniques such as Value at Risk (VaR), volatility
                           models, and correlation models.
                           The course focuses on the main issues of financial risk management. Risk management has
                           emerged as one of the most important area in finance. The evolution of this subject has been
                           attracting the interest of both practitioners and academia. Therefore, since the course is a
                           mixture of theory and empirical analysis, real data analysis is a pivotal part of this course.
                           This course is divided into three parts according to the main sources of risk: market risk, credit
                           risk and operational risk. The first part analyzes market risk: Risk to a financial portfolio from
                           movements in market prices such as equity prices, interest rates and commodity prices.
                           The second part concentrates on credit risk, consisting on risk of default (complete or partial).
                           The third part deals with operational risk, such as risk of loss due to physical catastrophe,
                           technical failure, and human error including fraud, failure of management and process error.

  Course Open to           Belo /Spring
  Exchange Students
  Semester                 spring
  Campus                   Belo Horizonte
  Evaluation
     Final Examination     60
                     (%)
   Nature of final exam    Quizz
            Continuous     40
       Assessment (%)
  Recommended              - Van Deventer et al. (2013). Advanced Financial Risk Management: Tools and Techniques for
  Reading                  Integrated Credit Risk and Interest Rate Risk Management 2 ed. - Jorion, Philippe (2006).
                           Value at Risk: The New Benchmark for Managing Financial Risk, 3 ed. - Christoffersen, Peter
                           (2011). Elements of Financial Risk Management, 2 ed. - Jorion, Philippe (2010). Financial Risk
                           Manager Handbook, 6 ed.

  Websites                 None.

Data analysis
  Course Code              MSC.CFMM2.FICOR.0145
  ECTS Credits             3

                                                              5 / 80
Course Leader            CHIKH Sabrina
  Contact Hours            18
  Department               Dept. Stratégy, Entrepreneurship and Economics
  Programme                MSc - Corporate Financial Management
  Prerequisites            Statistical concepts
                           Financial data modeling with Excel, R or Python

  Course Description       The aim of the course is to extend knowledge of the research process gained in semester 1,
                           notably through the acquisition of more qualitative and quantitative tools and methods for
                           strategic analysis.
                           This course is to prepare students to be able to carry out complex technical analysis with Excel,
                           R or Python.
  Course Open to           Belo /Spring;Sophia /Spring
  Exchange Students
  Semester                 spring
  Campus                   Paris
  Evaluation
     Final Examination     0
                     (%)
   Nature of final exam    Report / Dissertation
            Continuous     100
       Assessment (%)
  Recommended              None.
  Reading
  Websites                 None.

EMPLOYABILITY AND CAREER 2
  Course Code      MSC.TRCM2.DREOR.0002
  ECTS Credits     1
  Course Leader    BEAUGRAND Audrey
  Contact Hours    6
  Department       Career Center - Employability
  Programme        MSc - Corporate Financial Management
  Prerequisites    No prerequisites.

  Course Description       This course is managed by the Career Center. In order to validate this course, students have to:
                           1 MANDATORY : Attend two workshops (1h30 each) on specific themes (1st workshop : Wage
                           Negotiation & 2nd workshop : How to succeed in the first position
                           (Risks/Leadership/Corporate Codes) ?) + EVALUATION
                           2 NOT MANDATORY : Attend Career Events during the semester (date to be determined)
                           organized by the career center of your campus
                           MAIN CONTACTS FOR YOUR PROGRAM:
                           LILLE: Audrey BEAUGRAND & Feryel HOUSSEIN
                           PARIS: Laura SINDONINO, Sophie Ripoche & Janice M'BENGO (for International students)
                           SOPHIA: Sylvie MARTINAUD, Anne DUFLOS (for International students)
                           SUZHOU : April YANG
                           RALEIGH : Laura SCLAFANI
                           BELO HORIZONTE : Geneviève POULINGUE

                                                           6 / 80
Course Open to           Belo /Spring;Lille /Spring;Paris /Spring;Raleigh /Spring;Sophia /Spring;Suzhou /Spring
  Exchange Students
  Semester                 spring
  Campus                   Belo Horizonte;Lille;Paris;Raleigh;Sophia;Suzhou
  Evaluation
     Final Examination     100
                     (%)
   Nature of final exam    Report / Dissertation;Class participation
            Continuous     0
       Assessment (%)
  Recommended              Lectures obligatoires / Required readings: Lectures Recommandées / Recommanded
  Reading                  readings:

  Websites                 None.

Financial commodities management
  Course Code         MSC.CFMM2.FICOR.0154
  ECTS Credits        3
  Course Leader       POULINGUE Genevieve
  Contact Hours       18
  Department          Dept. Accounting and Finance
  Programme           MSc - Corporate Financial Management
  Prerequisites       Financial risk management
                           Governance and operational risk management

  Course Description       .
  Course Open to           Belo /Spring
  Exchange Students
  Semester                 spring
  Campus                   Belo Horizonte
  Evaluation
     Final Examination     60
                     (%)
   Nature of final exam    Report / Dissertation
            Continuous     40
       Assessment (%)
  Recommended
  Reading
  Websites

Financial Risk Management
  Course Code        MSC.CFMM2.FICOR.0026
  ECTS Credits       3
  Course Leader      LAI Wan Ni
  Contact Hours      18
  Department         Dept. Accounting and Finance
  Programme          MSc - Corporate Financial Management
  Prerequisites      International financial economics, derivatives.

                                                           7 / 80
Course Description       The main objective of this course is to teach students how to identify and manage risks at the
                           enterprise level as financial managers.
                           This course emphasis on enterprise risk management that covers the four main aspects of risk
                           in a corporation: Hazard risks, financial risks, operational risks and strategic risks.
                           The course provides an introduction to enterprise risk management, explains the financial risk
                           exposures of a company (foreign exchange, transaction, economic) and methods of hedging
                           financial risks.
  Course Open to           Belo /Spring;Sophia /Spring
  Exchange Students
  Semester                 spring
  Campus                   Belo Horizonte;Lille;Paris;Sophia;Suzhou
  Evaluation
     Final Examination     60
                     (%)
   Nature of final exam    Quizz
            Continuous     40
       Assessment (%)
  Recommended              Lectures obligatoires / Required readings: Lectures Recommandées / Recommanded
  Reading                  readings:

  Websites                 None.

Introduction to commodities market management
  Course Code        MSC.CFMM2.FIELE.0133
  ECTS Credits       2
  Course Leader      POULINGUE Genevieve
  Contact Hours      12
  Department         Dept. Accounting and Finance
  Programme          MSc - Corporate Financial Management
  Prerequisites      Financial Risk Management.
                           Advanced Risk Management.

  Course Description       Approach the main current investment opportunities based on sources such as Investment
                           Banks, Hedge Funds, government projects and publications such as IMF, Bloomberg, among
                           others. Financial Market development.
                           Contemporary challenges of the Brazil investment today. expand the analysis of the real side of
                           Brazil’s investment opportunities, and in order to provide real experiences of investment.

  Course Open to           Belo /Spring
  Exchange Students
  Semester                 spring
  Campus                   Belo Horizonte
  Evaluation
     Final Examination     60
                     (%)
   Nature of final exam    Quizz;Presentation;Class participation
            Continuous     40
       Assessment (%)
  Recommended              1 - Foreign Direct Investment in Brazil 1st Edition Post-Crisis Economic Development in
  Reading                  Emerging Markets Authors: Mohamed Amal. eBook ISBN: 9780128020968. Paperback ISBN:

                                                           8 / 80
9780128020678. Imprint: Academic Press. Published Date: 15th April 2016. 2 - Brazil specific
                           risk detail for investments. Analisys of local and foreign funds in real time. - Websites.

  Websites                 http://www.bcb.gov.br/en/#!/home http://www.ibge.gov.br/english/
                           http://www.investexportbrasil.gov.br/?l=en http://www.itamaraty.gov.br/?lang=en
                           http://expand.fiemg.com.br https://www.itau.com.br/investor-relations
                           http://www.bmfbovespa.com.br/en_us/index.htm
                           http://www.anbima.com.br/en_us/institucional/institucional.htm
                           http://www.cvm.gov.br/subportal_ingles/index.html
                           http://www.sebrae.com.br/sites/PortalSebrae/canais_adicionais/sebrae_english
                           https://www.sanpedrovalley.org https://endeavor.org.br

M&As and Corporate Restructuring
 Course Code        MSC.CFMM2.FICOR.0018
 ECTS Credits       4
 Course Leader      ROSZAK Sabrina
 Contact Hours      24
 Department         Dept. Accounting and Finance
 Programme          MSc - Corporate Financial Management
 Prerequisites      Introduction to finance, Financial Mathematics and Corporate Finance.

  Course Description       This course is dedicated to the valuation, structuring, financing and negotiation of controlling-
                           equity transactions.
                           It will present some aggregate and historical evidence, before it delves into the core issue of
                           valuation, and then structuring (and restructuring).
                           It provides the students with a background for understanding mergers and acquisitions and
                           corporate restructuring. Most importantly, it provides the building blocks to understand the
                           activity of evaluating a business firm.

  Course Open to           Belo /Spring;Lille /Spring;Sophia /Spring;Suzhou /Spring
  Exchange Students
  Semester                 spring
  Campus                   Lille;Paris;Sophia;Suzhou
  Evaluation
     Final Examination     100
                     (%)
   Nature of final exam    Quizz
            Continuous     0
       Assessment (%)
  Recommended              Lectures obligatoires / Required readings: Lectures Recommandées / Recommanded
  Reading                  readings:

  Websites

Management Accounting
 Course Code        MSC.CFMM2.FICOR.0106
 ECTS Credits       3
 Course Leader      CHIKH Sabrina
 Contact Hours      18

                                                           9 / 80
Department               Dept. Accounting and Finance
  Programme                MSc - Corporate Financial Management
  Prerequisites            Financial anaysis or equivalent year 1 accounting module.

  Course Description       The module examines the techniques of management accounting which will help operational
                           managers make decisions, achieve their objectives and contribute to the overall performance
                           of the company.
                           Specifically, it provides students with the necessary understanding, methodology and tools to
                           be able to:
                           •Measure, analyse and control costs and profitability.
                           •Manage the planning process and prepare operating and cash budgets.
                           •Measure and monitor performance.
                           •Assess long-term capital investment projects.

  Course Open to           Belo /Spring;Lille /Spring;Suzhou /Spring
  Exchange Students
  Semester                 spring
  Campus                   Belo Horizonte;Lille;Paris;Suzhou
  Evaluation
     Final Examination     100
                     (%)
   Nature of final exam    Quizz;Report / Dissertation
            Continuous     0
       Assessment (%)
  Recommended              Lectures obligatoires / Required readings: Lectures Recommandées / Recommanded
  Reading                  readings:

  Websites                 None.

EMERGING MARKETS OPPORTUNITIES
  Course Code        MSC.CFMM2.FIELE.0134
  ECTS Credits       3
  Course Leader      POULINGUE Genevieve
  Contact Hours      18
  Department         Dept. Accounting and Finance
  Program            Corporate Financial Management
  Prerequisites      Corporate valuation methods.
                     Corporate governance and business ethics.
  Course Description Managing Risks and exploiting opportunities on BRICs and Emergin Markets countries.
                     Economic outlook. Political Risk. Compliance. Technological readiness and Innovation.
                     Contemporary challenges of the countries today.
  Course Open to     Belo /Fall
  Exchange
  Semester           spring
  Campus             Belo Horizonte
  Recommended        1 - International Finance Regulation: : The Quest for Financial Stability
  Reading            Publisher: John Wiley & Sons. Pub. Date: 2014 / Author: Ugeux, Georges
                     2 - Trade risks and risk assessment (International Financial Statement Analysis Ed. 3). Author:

                                                          10 / 80
Robinson, Thomas R. Publisher: John Wiley & Sons / Pub. Date: 2015.
                        3 - Irrational Exuberance 2nd edition. Author: Shiller, Robert J./ Publisher: Princeton
                        University Press / Pub. Date: 2005.
  Websites              http://markets.ft.com/data
                        http://www.imf.org/external
                        http://www.worldbank.org/
                        http://www.bloomberg.com/
                        http://www.economist.com/
                        http://www.doingbusiness.org/
                        http://www.focus-economics.com/regions/latin-america
                        http://www.latinfinance.com/

FINTECH SEMINAR
  Course Code           MSC.CFMM2.FICOR.0156
  ECTS Credits          3
  Course Leader         SAIDANE Dhafer
  Contact Hours         18
  Department            Dept. Accounting and Finance
  Program               Corporate Financial Management
  Prerequisites         Fundamentals of Finance
  Course Description    This seminar will cover the main segments of fintech and propose discussions on various
                        topics related to fintech. Part of the lectures will be based on external guests, others on
                        student presentations.
  Course Open to        Lille /Fall;#Suzhou /Fall
  Exchange
  Semester              spring
  Campus                Lille, Suzhou
  Recommended
  Reading
  Websites

FINANCIAL MODELING II
  Course Code        MSC.CFMM2.FICOR.0173
  ECTS Credits       3
  Course Leader      CHIKH Sabrina
  Contact Hours      18
  Department         Dept. Accounting and Finance
  Program            Corporate Financial Management
  Prerequisites      FINANCIAL MODELING I
  Course Description EXCEL + VBA ADVANCED
  Course Open to     Lille /Spring;#Suzhou /Spring
  Exchange
  Semester           spring
  Campus             Belo Horizonte, Lille, Paris, Suzhou

                                                       11 / 80
Recommended
  Reading
  Websites

MSc - International Business
ADVANCED STRATEGY
  Course Code              PGE.APPM2.STCOR.3311
  ECTS Credits             3
  Course Leader            WEISBERG, Mitchell-EXT
  Contact Hours            18
  Department               Dept. Stratégy, Entrepreneurship and Economics
  Programme                MSc - International Business
  Prerequisites            Strategy 1

  Course Description       The objective of the course is to understand how companies elaborate strategic decisions to
                           support corporate growth. Profitable growth remains a top-priority for most companies. It is a
                           condition to survive for startup companies. It often is a means to guarantee sustainable
                           profitability for larger corporations. However, it is difficult to achieve in the long run and may
                           put the company at risk if not successful.
                           By using a combination of lectures, teaching, case studies, team projects, this course will
                           provide an overview of growth options in different contexts.
  Course Open to           Belo /Spring;Paris /Spring;Raleigh /Spring;Suzhou /Spring
  Exchange Students
  Semester                 spring
  Campus                   Belo Horizonte;Paris;Raleigh
  Evaluation
     Final Examination     50
                     (%)
   Nature of final exam    Quizz
            Continuous     50
       Assessment (%)
  Recommended
  Reading
  Websites

BRAZILIAN INTERNATIONAL MARKETS
  Course Code      MSC.IBBM2.MKELE.0098
  ECTS Credits     3
  Course Leader    POULINGUE Genevieve
  Contact Hours    18
  Department       Dept. Marketing
  Programme        MSc - International Business
  Prerequisites    Not required (N/R).

  Course Description       For the last several years, businesses have turned eagerly to Brazil as one of the most
                           promising of the emerging markets. With some 160 million people and the 11th largest

                                                           12 / 80
economy in the world, Brazil offers tantalizing opportunity. Many companies are rushing to
                           invest here, but they are often surprised and stymied by the complex socio-economic and
                           cultural conditions. This course will help students understand how to succeed amidst the
                           unique challenges of marketing in Brazil.
  Course Open to           Belo /Spring
  Exchange Students
  Semester                 spring
  Campus                   Belo Horizonte
  Evaluation
     Final Examination     40
                     (%)
   Nature of final exam    Quizz;Presentation
            Continuous     60
       Assessment (%)
  Recommended
  Reading
  Websites

CROSS-CULTURAL MANAGEMENT IN LATIN AMERICA
  Course Code     MSC.IBBM2.MLELE.0027
  ECTS Credits    3
  Course Leader   POULINGUE Genevieve
  Contact Hours   18
  Department      Dept. Management, Law and Organization
  Programme       MSc - International Business
  Prerequisites   Not required (N/R).

  Course Description       This course is designed to provide students with a real understanding of the
                           internationalization process and business culture of different countries, in particular Brazil.
                           Students will learn firsthand the challenges and opportunities faced by managers from
                           Brazilian multinationals. Students will also participate in discussions with Brazilian business
                           leaders.
                           This course will be given in partnership with FDC´s postgraduate program.
                           Therefore, there will be Brazilian students in class.
  Course Open to           Belo /Spring
  Exchange Students
  Semester                 spring
  Campus                   Belo Horizonte
  Evaluation
     Final Examination     75
                     (%)
   Nature of final exam    Report / Dissertation;Class participation;Others
            Continuous     25
       Assessment (%)
  Recommended              Basic references: BARTLETT, C. A.; GHOSHAL, S. Managing across borders: the transnational
  Reading                  solution. 2nd. ed. Boston, Mass.: Harvard Business Scholl Press, 1998. BRESMAN, H.,
                           BIRKINSHAW, J., & NOBEL, R. 2010. Knowledge transfer in international acquisitions. Journal of
                           International Business Studies(1): 5. CASANOVA, L. 2009. Global Latinas: Latin America's
                           emerging multinationals/ Lourdes Casanova: New York: Palgrave Macmillan, 2009. GABRICH,
                           R., ALVIM, F. M., BARAKAT, L., & CRETOIU, S. L. 2015. Organizational Alignment in

                                                           13 / 80
Internationalization. In AIB (Ed.), Academy of International Business Latin American Chapter
                           Annual Meeting. Santiago, Chile: AIB. FORTEZA, J.; RAMSEY, J.; ALVIM, F.; MICHELONI JR, J. Um
                           modelo de criação de valor internacional. Revista DOM, Nova Lima, nº 10, Novembro, 2009, p.
                           26-34. GHEMAWAT, P. 2001. Distance Still Matters: The Hard Reality of Global Expansion.
                           HOUSE, R., HANGES, P. J., JAVIDAN, M., DORFMAN, P., & Gupta, V. 2004. Culture, leadership,
                           and organization: The GLOBE study of 62 societies. London: Sage Publications. MOTTA,
                           Fernando C. Prestes; CALDAS, Miguel Pinto (Org.). Cultura organizacional e cultura brasileira.
                           São Paulo: Atlas, 2007. Additional references: DOZ, Y. L., WILLIAMSON, P. J., & SANTOS, J.
                           2001. From global to metanational: how companies win in the knowledge economy/ Yves Doz;
                           José Santos; Peter Williamson: Boston: HBSP, 2001. DUNNING, J. H. 1998. Location and the
                           Multinational Enterprise: A Neglected Factor?: 45: Academy of International Business and
                           Georgetown University School of Business. HOFSTEDE, Geert. Culturas e organizações:
                           compreender a nossa programação mental. Lisboa: Sílabo, 2003. GHOSHAL, S., & BARTLETT,
                           C. 1988. Creation, Adoption and Diffusion of Innovations by Subsidiaries of Multinational
                           Corporations. Journal of International Business Studies, 19: 22. RAMAMURTI, R.; SINGH, J.
                           Emerging multinationals in emerging markets. Cambridge University Press. Cambridge, 2009.

  Websites

EMPLOYABILITY AND CAREER 2
  Course Code      MSC.TRCM2.DREOR.0002
  ECTS Credits     1
  Course Leader    BEAUGRAND Audrey
  Contact Hours    6
  Department       Career Center - Employability
  Programme        MSc - International Business
  Prerequisites    No prerequisites.

  Course Description       This course is managed by the Career Center. In order to validate this course, students have to:
                           1 MANDATORY : Attend two workshops (1h30 each) on specific themes (1st workshop : Wage
                           Negotiation & 2nd workshop : How to succeed in the first position
                           (Risks/Leadership/Corporate Codes) ?) + EVALUATION
                           2 NOT MANDATORY : Attend Career Events during the semester (date to be determined)
                           organized by the career center of your campus
                           MAIN CONTACTS FOR YOUR PROGRAM:
                           LILLE: Audrey BEAUGRAND & Feryel HOUSSEIN
                           PARIS: Laura SINDONINO, Sophie Ripoche & Janice M'BENGO (for International students)
                           SOPHIA: Sylvie MARTINAUD, Anne DUFLOS (for International students)
                           SUZHOU : April YANG
                           RALEIGH : Laura SCLAFANI
                           BELO HORIZONTE : Geneviève POULINGUE
  Course Open to           Belo /Spring;Lille /Spring;Paris /Spring;Raleigh /Spring;Sophia /Spring;Suzhou /Spring
  Exchange Students
  Semester                 spring
  Campus                   Belo Horizonte;Lille;Paris;Raleigh;Sophia;Suzhou
  Evaluation
     Final Examination     100
                     (%)
   Nature of final exam    Report / Dissertation;Class participation
            Continuous     0
       Assessment (%)
                                                           14 / 80
Recommended              Lectures obligatoires / Required readings: Lectures Recommandées / Recommanded
  Reading                  readings:

  Websites                 None.

ENVIRONMENT, SUSTAINABILITY AND DEVELOPMENT IN LATIN AMERICA
  Course Code      MSC.IBBM2.MLCOR.0001
  ECTS Credits     5
  Course Leader    POULINGUE Genevieve
  Contact Hours    30
  Department       Dept. Stratégy, Entrepreneurship and Economics
  Programme        MSc - International Business
  Prerequisites    n/a

  Course Description       The course will introduce students to different aspects of sustainable development, exploring
                           the significance of sustainability as an environmental, social and economic concept and as a
                           principle for business action. We will guide students to develop the knowledge and skills to
                           understand the relationships between business, society and the environment, with special
                           focus on the Latin American context. The ultimate purpose of this course is to prepare
                           students to detect and explore business opportunities bringing social change and promoting
                           sustainability especially in Latin America.
  Course Open to           Belo /Spring
  Exchange Students
  Semester                 spring
  Campus                   Belo Horizonte
  Evaluation
     Final Examination     60
                     (%)
   Nature of final exam    Quizz
            Continuous     40
       Assessment (%)
  Recommended
  Reading
  Websites

GLOBAL CLUSTER OF INNOVATION
  Course Code       MSC.IBBM2.STELE.0052
  ECTS Credits      3
  Course Leader     POULINGUE Genevieve
  Contact Hours     18
  Department        Dept. Stratégy, Entrepreneurship and Economics
  Programme         MSc - International Business
  Prerequisites     Not required (N/R).

  Course Description       Clusters of innovation are significant drivers of value creation and function as models for
                           economic expansion in both developed and developing countries.
                           In this course, we explores the key attributes of these innovation hubs using case studies from
                           Latin america.

                                                          15 / 80
Course Open to           Belo /Spring
  Exchange Students
  Semester                 spring
  Campus                   Belo Horizonte
  Evaluation
     Final Examination     50
                     (%)
   Nature of final exam    Quizz
            Continuous     50
       Assessment (%)
  Recommended
  Reading
  Websites

INNOVATION IN EMERGING ECONOMIES : A BRAZILIAN CONTEXT
  Course Code      MSC.IBBM2.STCOR.0003
  ECTS Credits     4
  Course Leader    POULINGUE Genevieve
  Contact Hours    24
  Department       Dept. Stratégy, Entrepreneurship and Economics
  Programme        MSc - International Business
  Prerequisites    n/a

  Course Description       The students in this course will (1) develop an appreciation for the vast heterogeneity among
                           countries in emerging markets, (2) understand the importance of this heterogeneity for
                           business-level innovation, (3) get introduced to a rapidly expanding literature on innovation in
                           emerging market multinationals, and (4) learn to apply theory to real world cases in a Brazilian
                           context.
  Course Open to           Belo /Spring
  Exchange Students
  Semester                 spring
  Campus                   Belo Horizonte
  Evaluation
     Final Examination     50
                     (%)
   Nature of final exam    Quizz
            Continuous     50
       Assessment (%)
  Recommended
  Reading
  Websites

INTERNATIONAL BUSINESS GAME: SKEMASIM
  Course Code      MSC.IBNM2.STCOR.0032
  ECTS Credits     3
  Course Leader    MESCHI Pierre Xavier
  Contact Hours    18
  Department       Dept. Stratégy, Entrepreneurship and Economics
  Programme        MSc - International Business
                                                          16 / 80
Prerequisites            Strategy

  Course Description       The « SKEMA Multicampus Business Simulation » (otherwise known as SKEMASIM) course is a
                           6-day seminar organized simultaneously in the different SKEMA campuses across the world
                           (France, China and USA). It is made up of the business simulation itself, some tutorial
                           conferences, and the writing of an annual activity report.
  Course Open to           Belo /Spring;Paris /Spring;Raleigh /Spring;Suzhou /Spring
  Exchange Students
  Semester                 spring
  Campus                   Belo Horizonte;Paris;Raleigh;Suzhou
  Evaluation
     Final Examination     25
                     (%)
   Nature of final exam    Report / Dissertation
            Continuous     75
       Assessment (%)
  Recommended              Lectures obligatoires / Required readings : Lectures Recommandées / Recommanded
  Reading                  readings : (1) BRULHART F., GUIEU, G. & MESCHI P.-X., La Croissance de l’Entreprise avec la
                           Méthode des Cas, Eyrolles et Centrale des Cas et des Médias Pédagogiques, 2011. (2)
                           RUGMAN A. & HODGETTS R., International Business, Prentice Hall, 2003.

  Websites                 www.webtolearn,com/skemasim

INTERNATIONAL FINANCE
  Course Code      MSC.IBNM2.FICOR.0061
  ECTS Credits     6
  Course Leader    DESOKY Mohamed
  Contact Hours    30
  Department       Dept. Accounting and Finance
  Programme        MSc - International Business
  Prerequisites    None

  Course Description       This course provides an overview of the nature and operation of global capital markets and
                           traded financial instruments. Students are exposed to the organisation of the international
                           financial system and the markets for stocks, bonds, commodities and foreign exchange.
  Course Open to           Belo /Spring;Paris /Spring;Raleigh /Spring;Suzhou /Spring
  Exchange Students
  Semester                 spring
  Campus                   Belo Horizonte;Paris;Raleigh;Suzhou
  Evaluation
     Final Examination     40
                     (%)
   Nature of final exam    Quizz
            Continuous     60
       Assessment (%)
  Recommended              Lectures obligatoires / Required readings : Available on Cyberlibris at www.scholarvox.com: 1)
  Reading                  Economics for Investment Decision Makers Workbook : Micro, Macro, and International
                           Economics, Piros and Pinto, John Wiley & Sons, 2013, Chapters 5, 8, 9 and 10. 2) International
                           Economics 6th edition, Dunn and Mutti, Taylor & Francis, 2003, Chapters 12 to 20 Lectures

                                                          17 / 80
Recommandées / Recommanded readings : Ephraim CLARK, INTERNATIONAL FINANCE,
                           (London: Thomson Learning, 2002)

  Websites                 http://databank.worldbank.org/data/home.aspx http://stats.oecd.org/

LEGAL CHALLENGES TO BUSINESS IN LATIN AMERICA
    Code du cours
                                                                         Titre du cours
     Course Code
                                                                          Course title
MSC.IBBM2.MLCOR.
                                               LEGAL CHALLENGES TO BUSINESS IN LATIN AMERICA
0006
       Crédits                               Période d'enseignement                                    Année Académique
       Credits                                   Teaching period                                         Academic Year
          3                                            spring                                               2019/2020
                                                                Travail en                                        Charge totale de
                         Face à Face      Distanciel                           Travail personnel
                                                                 équipe                            Evaluation          travail
                        Contact hours Distance learning                         Personal work
  Charge de travail                                            Team work                                           Total workload
  Student workload
                              18                 0                  5                  36               1                   60

     Programme
                                                                  International Business
      Program
   Départements
                                                     Dept. Management, Law and Organization
    Department
    Type de cours
                                                                             core
     Course type
       Campus                                                           Belo Horizonte
   Course open to
                                                                          Belo /Fall
students in exchange
     Pré-Requis
                     n/a
    Prerequisite
                      Toxic tort and environmental damage claims against multinationals in Latin America are becoming
 Descriptif du cours increasingly common. Suspicion of these companies, judicial use of the precautionary principle to
          /          eliminate a showing of causation, and weal to nonexistent standards of use for scientific evidence,
 Course description among other factors are converging to produce increasingly costly demands and judgments against
                      multinational firms in the region
                      A l’issue de la formation, vous serez capable de / As a result of this module, you will be able to:
                      Connaissances / Knowledge and Understanding (subject specific)

      Résultats      Aptitudes cognitives / Cognitive skills
   d’apprentissage
          /          Attitudes / Key transferable skills
  Intended Learning
 Outcomes and Skills Ethical and social understanding

                      Indiquer les learning objectives auxquels contribue le cours (en se basant sur le curriculum mapping du
  Contribution aux    programme) / Indicate which learning objectives the course contributes to (based on the program
     objectifs        curriculum mapping)
  pédagogiques du
                      LO1.1 : To recognize potential ethical dilemmas : LG1 :
   programme /
                      Graduates should behave as responsible managers in order to
                                                               18 / 80
Contribution to   deliver sustainable performance in complex environments
 learning objectives LO3.1 : To produce clear, well organized verbal presentations :
                      LG3 : Graduates should be able to communicate in an
                      international environment
                      LO5.1 : To analyze and apply advanced concepts in a specialized
                      discipline : LG5 : Graduates should be able to think critically and
                      to assess business issues in a specialized discipline
                                 Cours soumis à évaluation dans le cadre de l’Assurance of
                                                                                               Non / No
                                             Learning pour l’année en cours ?
                                         Evaluation finale (DS)
                                                                                           60%
                                             Final examination
                                     (Précisez la nature pour l'évaluation finale / Explain type for final examination)

                      Autre, précisez / Other, precise:

    Evaluation des                           Contrôle continu
                                                                                       40%
      étudiants                        Continuous Assessment
 Student Assessment                                         préciser nature / Explain type
                      QCM - Quizz: 0 %
                      Etude de cas - Case study: 0 %
                      Présentation orale - Presentation: 40 %
                      Rapport écrit / Dissertation - Report / Dissertation: 40 %              Nb midterms : 2
                      Participation - Class participation: 20 %
                      Examen intermédiaires - Mid-term examination: 0 %
                      Autre - Others: 0 %

MSc - International Marketing and Business Development Belo Horizonte
BUSINESS DEVELOPMENT & SALES
  Course Code     MSC.IMBM2.MKCOR.0065
  ECTS Credits    5
  Course Leader   SPIER Peter
  Contact Hours   0
  Department      Dept. Marketing
  Programme       MSc - International Marketing and Business Development Belo Horizonte
  Prerequisites   On those campuses where this is possible, there will be a limited number of places available
                           for exchange students, who will be selected by the course leader.

  Course Description       This course covers two strongly related areas: business development and sales.
                           SALES
                           Sales and business development are an essential component of the MSc in International
                           Marketing and Business Development. Companies are seeking to recruit candidates with good
                           potential for sales and a good number of students will begin their careers in the sales function,
                           either moving up into sales management or across into marketing.
                           Two other courses: international business development and new business development focus
                           on these aspects of business development. This course in more concerned with areas such as
                           key account managerment, sales methods and developing business in exisiting markets with
                           existing customers.

                                                             19 / 80
The sales component of the course provides will help to develop basic selling techniques and
                           discover the different kinds of positions available in sales and business development. The
                           course will look at different types of sales situation and reveal how very different sales can be
                           in different sectors. We will look at morentradiitonal ‘transactional’ bargaining situations but
                           then move through to more complex situations involving consultative- and solution-selling
                           approaches.

                           Throughout, the emphasis will be on developing students' ability to 'connect' with the other
                           person, to use enquiry to better understand their point of view, to put forward their own
                           position and to communicate and defend value.
                           This course is a 'must' for students who wish to follow a career or spend their first years in
                           sales. It will help to build confidence and cover the kind of techniques used in companies.
                           The course will be interactive, and students will be expected to participate fully.
                           The skills developed in the course will certainly be useful elsewhere: selling ideas, pitching for
                           resources, job interviews, internal selling...
                           This part of the course goes hand in hand with the business development part that looks more
                           specifically at Key account management and negotiation.
                           BUSINESS DEVELOPMENT
                           Business development involves identifying, analyzing and qualifying opportunities for growth
                           that are both profitable and consistent with a company's strategy, and then making things
                           happen. It is this combination of analysis and strategic vision with a concern for the practical
                           side of things that make the activity so satisfying.
                           This course will look at how companies in a range of sectors grow - whether in new or existing
                           markets, with new or existing clients -, how decisions about which options to pursue can be
                           formulated and evaluated, and how growth strategies can be put in place. There will be a
                           natural focus on the role of key account managers, who are key players in developing
                           business.
                           In Sophia and Lille, the course will culminate in the annual sales challenge, where students will
                           meet and sell to companies. In Paris, styudents will be able to opt for this event as an elective.

  Course Open to           Belo /Spring;Lille /Spring;Sophia /Spring;Suzhou /Spring
  Exchange Students
  Semester                 spring
  Campus                   Belo Horizonte;Lille;Paris;Sophia;Suzhou
  Evaluation
     Final Examination     50
                     (%)
   Nature of final exam    Presentation;Others
            Continuous     50
       Assessment (%)
  Recommended              Lectures obligatoires / Required readings: Available on knowledge website. Lectures
  Reading                  Recommandées / Recommanded readings: Full reading list on K2 website.

  Websites                 Useful links will be provided on the K2 platform

Business to Business Marketing Management
  Course Code         MSC.IMBM2.MKELE.0148
  ECTS Credits        3
  Course Leader       RIBEIRO, Aurea-EXT
                                                           20 / 80
Contact Hours            18
  Department               Dept. Marketing
  Programme                MSc - International Marketing and Business Development Belo Horizonte
  Prerequisites            None

  Course Description       The economy of most emerging countries is based on production and selling of commodities.
                           Global productive chains such as agribusiness, automotive, industrial equipment and so on,
                           have important players of the supply chain placed in emergent countries. However, most of
                           times emerging countries export row materials and import added value products and compete
                           domestically with imported products and most of times, better products and with lower prices.
                           Brazil is an important supplier for the most important global value chains and on the other
                           hand has a huge domestic market, attracting competitors from many different countries and
                           with strong bargain power.
                           Therefore, it is very important for the local industries to compete globally by improving
                           productivity, offering added value solutions and differentiating their products. In this course,
                           students will understand which market variables must be taken into account to commercialize
                           commodities and strategies to add value and differentiate commodities.

  Course Open to           Belo /Fall;Belo /Spring
  Exchange Students
  Semester                 fall;spring
  Campus                   Belo Horizonte
  Evaluation
     Final Examination     60
                     (%)
   Nature of final exam    Quizz
            Continuous     40
       Assessment (%)
  Recommended              Hunt, Michael and Speh, Thomas, Business Marketing management : B2B 10th edition - South-
  Reading                  West-Cengage Learning. Anderson, James C; Narus, James; NARAYANDAS, Das. Business
                           Market Management: understanding, creating and delivering value. Pearson, 3rd edition, 2009.
                           Anderson, James C; Kumar, Nirmalya; Narus, James; Value Merchants: Demonstrating and
                           documenting superior value in business markets. Harvard Business Review Press, 2007.

  Websites

Communication and Engagement in an Emerging Society
  Course Code       MSC.IMBM2.MKELE.0149
  ECTS Credits      3
  Course Leader     BARCALA, Victor-EXT
  Contact Hours     18
  Department        Dept. Marketing
  Programme         MSc - International Marketing and Business Development Belo Horizonte
  Prerequisites     None.

  Course Description       This course will conduct discussions over how to do an effective process of communication,
                           bringing engaged customers. A well done communication will impact brand perception, and
                           consequently sales and profitability.

                                                          21 / 80
Even though this is a common sense, several considerable important companies had lost this
                           battle and several cases will be used to discuss this matter. Keeping the customer aligned ,
                           aiming to become the “brand advocate”, is a difficult challenge in Brazil and Latin America.
  Course Open to           Belo /Fall;Belo /Spring
  Exchange Students
  Semester                 fall;spring
  Campus                   Belo Horizonte
  Evaluation
     Final Examination     70
                     (%)
   Nature of final exam    Quizz
            Continuous     30
       Assessment (%)
  Recommended              Title: Global Marketing, Global Edition Edition: 9th Edition Authors: Warren J. Keegan, Mark
  Reading                  Green ISBN13: 9781292150765 ISBN10: 1292150769 Publisher: Prentice Hall, 9th edition, 2016.
                           PATEL, Hitendra; WYATT, Steve et al. () (Autor secundário). Connectivate! companies innovating
                           to be always available. [S. l.]: Hult International Business School Publishing, 2012. 121p. ISBN
                           9780984445226 MANAGING economies, trade and international business. Basingstoke:
                           Palgrave Macmillan, 2010. xxxiv, 388 p. ISBN 9780230202566 International Marketing, 6th
                           Edition International Student Version Masaaki (Mike) Kotabe, Kristiaan Helsen ISBN: 978-1-
                           118-83028-4

  Websites                 http://www.brazil.org.za/environmental-issues.html http://www.aboutbrazilmr.com/
                           http://www.forbes.com/sites/onmarketing/2013/12/18/why-multinational-marketers-need-to-
                           be-in-brazil/#104b064a2fb5 https://www.marketingweek.com/2012/02/09/breaking-into-
                           brazil/ http://www.focus-economics.com/countries/brazil
                           https://www.thinkwithgoogle.com/articles/branding-brazil.html
                           http://thebrazilbusiness.com/article/20-greatest-brazilian-brands
                           https://www.marketingweek.com/2012/02/09/breaking-into-brazil/
                           ftp://ftp.repec.org/opt/ReDIF/RePEc/blg/journl/538dumitrescu%26vinerean.pdf
                           https://hbr.org/2004/09/how-global-brands-compete https://hbr.org/2015/11/strategies-for-
                           succeeding-in-todays-brazil
                           https://www.pwc.com.br/pt/publicacoes/institucionais/assets/2015/doing-deals-15.pdf
                           http://www.organicsbrasil.org/downloads/2016-ORGANICSBRASIL-biofach-section-feb-10.pdf
                           https://hbr.org/1983/05/the-globalization-of-markets http://www.brazil.org.za/environmental-
                           issues.html http://www.aboutbrazilmr.com/
                           http://www.forbes.com/sites/onmarketing/2013/12/18/why-multinational-marketers-need-to-
                           be-in-brazil/#104b064a2fb5 https://www.marketingweek.com/2012/02/09/breaking-into-
                           brazil/ http://www.focus-economics.com/countries/brazil https://hbr.org/2015/11/strategies-
                           for-succeeding-in-todays-brazil

Digital Marketing Opportunities in Emerging Markets
  Course Code         MSC.IMBM2.MKELE.0184
  ECTS Credits        3
  Course Leader       RIBEIRO, Aurea-EXT
  Contact Hours       18
  Department          Dept. Marketing
  Programme           MSc - International Marketing and Business Development Belo Horizonte
  Prerequisites       None.
                                                          22 / 80
Course Description       To seize the immense potential presented by the digital ecosystem, modern companies must
                           continuously optimize their digital offerings.
                           Product Managers play a pivotal role in winning digital organizations: they combine creativity
                           with data analytics to develop the product. Whether it is a website or an application, they are
                           expected to constantly innovate at the very heart of the products features and customer
                           journey.
                           This course will focus on the challenges of product management at a growing startup, driven
                           by two major objectives: improvements to the user experience (also called UX) & conversion
                           (percentage of users completing a desired task, i.e. subscribing).To help guide us on this
                           journey, we will learn the tools (i.e. A/B testing, Growth Hacks) and the data-driven mindset
                           required to quickly and cheaply jumpstart an organizations KPIs.
  Course Open to           Belo /Spring
  Exchange Students
  Semester                 spring
  Campus                   Belo Horizonte
  Evaluation
     Final Examination     30
                     (%)
   Nature of final exam    Quizz
            Continuous     70
       Assessment (%)
  Recommended              Understanding Digital Marketing : Marketing Strategies for Engaging the Digital. Generation
  Reading                  Ed. 4. Author: Ryan, Damian. Publisher: Kogan Page. Pub. Date: 2016. Digital Marketing
                           Strategy : An Integrated Approach to Online Marketing Ed. 1. Author: Kingsnorth, Simon.
                           Publisher: Kogan Page. Pub. Date: 2016. Building Digital Culture : A Practical Guide to
                           Successful Digital Transformation Ed. 1. Author: Rowles, Daniel,Brown, Thomas. Publisher:
                           Kogan Page. Pub. Date: 2017. Mobile Marketing : How Mobile Technology is Revolutionizing
                           Marketing, Communications and Advertising Ed. 2. Author: Rowles, Daniel. Publisher: Kogan
                           Page. Pub. Date: 2017.

  Websites                 Provided on the Knowledge platform.

EMPLOYABILITY AND CAREER 2
  Course Code      MSC.TRCM2.DREOR.0002
  ECTS Credits     1
  Course Leader    BEAUGRAND Audrey
  Contact Hours    6
  Department       Career Center - Employability
  Programme        MSc - International Marketing and Business Development Belo Horizonte
  Prerequisites    No prerequisites.

  Course Description       This course is managed by the Career Center. In order to validate this course, students have to:
                           1 MANDATORY : Attend two workshops (1h30 each) on specific themes (1st workshop : Wage
                           Negotiation & 2nd workshop : How to succeed in the first position
                           (Risks/Leadership/Corporate Codes) ?) + EVALUATION
                           2 NOT MANDATORY : Attend Career Events during the semester (date to be determined)
                           organized by the career center of your campus
                           MAIN CONTACTS FOR YOUR PROGRAM:
                                                          23 / 80
LILLE: Audrey BEAUGRAND & Feryel HOUSSEIN
                           PARIS: Laura SINDONINO, Sophie Ripoche & Janice M'BENGO (for International students)
                           SOPHIA: Sylvie MARTINAUD, Anne DUFLOS (for International students)
                           SUZHOU : April YANG
                           RALEIGH : Laura SCLAFANI
                           BELO HORIZONTE : Geneviève POULINGUE
  Course Open to           Belo /Spring;Lille /Spring;Paris /Spring;Raleigh /Spring;Sophia /Spring;Suzhou /Spring
  Exchange Students
  Semester                 spring
  Campus                   Belo Horizonte;Lille;Paris;Raleigh;Sophia;Suzhou
  Evaluation
     Final Examination     100
                     (%)
   Nature of final exam    Report / Dissertation;Class participation
            Continuous     0
       Assessment (%)
  Recommended              Lectures obligatoires / Required readings: Lectures Recommandées / Recommanded
  Reading                  readings:

  Websites                 None.

Go to market strategy for Latin America
  Course Code          MSC.IMBM2.MKELE.0174
  ECTS Credits         3
  Course Leader        RIBEIRO, Aurea-EXT
  Contact Hours        18
  Department           Dept. Marketing
  Programme            MSc - International Marketing and Business Development Belo Horizonte
  Prerequisites        None.

  Course Description       Considering the challenge to access niches and/or targets under unfavorable conditions, with
                           long distances, fragmented purchases and delivery processes, companies have to take
                           decisions on services & channel strategies to access and engage customers considering
                           opportunities for differentiation and getting superior return on investment by solving the
                           challenge of scale and productivity. Companies have to deal with the following paradoxes:
                           Volume & margins; scale & customer scope; fragmentation (diversity) & efficiency.

  Course Open to           Belo /Fall;Belo /Spring
  Exchange Students
  Semester                 fall;spring
  Campus                   Belo Horizonte
  Evaluation
     Final Examination     60
                     (%)
   Nature of final exam    Quizz
            Continuous     40
       Assessment (%)

                                                           24 / 80
Recommended              - Friedman, Laurence G. Go toMarket Strategy. Elsevier, 2012 - Ismail, Salim. Exponential
  Reading                  Organizations. Singularity University Book, 20014. - Lusch, R.F. ;Vargo, S.L. (Eds), The Service-
                           dominant Logic of Marketing: Dialog, - Debate and Directions, M.E. Sharpe, Armonk, NY, pp.
                           208-23, 2006. - Rangan, Kasturi V., BELL, Marie. Transforming your go to market strategy : the
                           tree disciplines of channel management. Harvard Business School Publising, 2006.

  Websites

International Negotiation in Sales
  Course Code          MSC.IMBM2.MKELE.0177
  ECTS Credits         3
  Course Leader        RIBEIRO, Aurea-EXT
  Contact Hours        18
  Department           Dept. Marketing
  Programme            MSc - International Marketing and Business Development Belo Horizonte
  Prerequisites        Master 1 Level
  Course Description   The ability to negotiate effectively is one of the most vitally important communication skills in
                           the modern and increasingly international business environment. However, research studies
                           have repeatedly shown that most negotiators – even the most experienced and most
                           ‘successful’ negotiators – routinely obtain negotiation outcomes that are worse than what they
                           could have achieved. At the end of this course, and via a combination of interactive lectures,
                           role-play simulations, group/individual negotiation skills exercises and video analysis sessions
                           of real-life negotiation behavior, students will have both: i) an enhanced understanding of the
                           various factors that underpin and influence successful negotiation outcomes; and: ii) an
                           improved ability to conduct their own negotiations more strategically and more effectively -
                           particularly in international settings and with persons from emerging markets. The course
                           begins by outlining those ‘generic’ skills, practices and processes that are commonplace in
                           almost all forms of interpersonal business
                           negotiations. We then examine how (and why) international and multi-cultural negotiations
                           require country and culture specific adaptations of the generic negotiation skills and
                           strategies. Finally, we focus on the particular and practical skills that are required to negotiate
                           effectively with persons in/from a variety of emerging markets.

  Course Open to           Belo /Spring
  Exchange Students
  Semester                 spring
  Campus                   Belo Horizonte
  Evaluation
     Final Examination     50
                     (%)
   Nature of final exam    Quizz
            Continuous     50
       Assessment (%)
  Recommended              Thompson, Leigh L., (2015), The Mind and Heart of the Negotiator (International Edition)
  Reading                  Boston (USA): Pearson Education Ltd. (6th edn.) ISBN-13: 9780133597110. Lewicki, Roy, David
                           Saunders and Bruce Barry, (2015), Negotiation. New York: McGraw-Hill Education (7th edn.)
                           ISBN-13: 9780078029448. Ghauri, Pervez N. and Jean-Claude Usunier, (eds.) (2003),
                           International Business Negotiations. Bingley, UK: Emerald Publications Ltd. (2nd edn.) ISBN:
                           978-0-08-044293-8. Maude, Barry, (2014), International Business Negotiation: Principles and
                                                           25 / 80
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