IPAG, Nice: Bachelor of Business Administration (B.B.A) Programme

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1 IPAG, Nice: Bachelr f Business Administratin (B.B.A) Prgramme Year 1 Cmmences 2009 Year 1 Cmmences 2009 Semester 1 Semester 2 Business Operatins and Prcesses 5 ETCS Internatinal Trade 5 ETCS Ecnmics 5 ETCS English Language 5 ETCS Intrductin t Organisatins 5 ETCS Principles f Marketing 5 ETCS English Language 5 ETCS Intrductin t Management 5 ETCS Quantititave Methds 5 ETCS Quantititave Methds II 5 ETCS Internatinal Business Issues 2 ETCS Intrductin t Crss Cultural Cmmunicatins 3 ETCS Study Skills Academic Writing 3 ETCS Study Skills Academic Presentatins 2 ETCS French 6 ETCS French 6 ETCS Year 2 Cmmences 2010 Year 2 Cmmences 2010 Semester 1 Semester 2 Accunting Principles 5 ETCS Principles f Finance 5 ETCS English Language 5 ETCS English Language 5 ETCS Intercultural Management 5 ETCS Internatinal Negtiatin 5 ETCS Internatinal Ecnmics 5 ETCS Internatinal Business Envirnment 5 ETCS Research Methds 2.5 ETCS Research Methds II 2.5 ETCS Marketing Management 7.5 ETCS Marketing Management 7.5 ETCS French 6 ETCS French 6 ETCS Year 3 IPAG Year 3 IPAG Cmmences 2009 Cmmences 2009 Semester 1 Semester 2 Internatinal Management 6 ETCS Strategic HRM 6 ETCS Internatinal Supply Chain Management 6 ETCS Financial Strategy Mergers and Acquisitins 3 ETCS Marketing Strategy 6 ETCS Business Strategy 6 ETCS Financial Management 6 ETCS Small Business Develpment 6 ETCS Internatinal Marketing 6 ETCS Marketing Research Turism 6 ETCS Business Ethics and CSR 3 ETCS Managing Cnflict 3 ETCS Language 3 ETCS Language 3 ETCS Dissertatin 3 ETCS Dissertatin 6 ETCS French Culture and Civilisatin 6 ETCS French Culture and Civilisatin 6 ETCS French 6 ETCS French 6 ETCS A list f curses held at IPAG, Paris will be sent separately

2 IMPORTANT INFORMATION CHANGES IN COURSE OFFERINGS As frm September 2009, IPAG Nice will be ffering business curses taught in English as part f a B.B.A. prgramme. Year 1 and year 3 mdules will be ffered in 2009/2010 and as frm September 2010, years 1,2 and 3 will be pen. French language and French Culture and Civilisatin will be pen t all students. Please nte the changes t YEAR 3 Intercultural Management is nw called Internatinal Management, the cntent is unchanged. It is taught in semester 1 and NOT semester 2 Internatinal Supply Chain Management is a new curse in semester 1 Business Ethics and Crprate Scial Respnsibility is nw taught in semester 1 and NOT semester 2. Strategic Human Resurce Management is taught in semester 2 and NOT in semester 1 Financial Strategy Mergers and Acquisitins is a new curse in semester 2 Managing Cnflict is a new curse in semester 2 Mtivating the Wrk Frce frm semester 1 is n lnger running Infrmatin Systems frm semester 2 is n lnger running Cnsumer behaviur frm semester 1 is n lnger running Financial Management is running in semester 1 ONLY

3 Internatinal Management I. Lecturers Lectures: Dr. Eugene Stevelberg Dr. Claude Alavine Tutrials: Dr. Eugene Stevelberg Dr. Claude Alavine II. Objectives Nwadays we are tld that "the wrld is a village": glbalisatin is becming a reality. But we are als witnessing the revival f natinalism, and the struggle fr the prtectin f cultural specificity s and the rebirth f reginal languages. Cmpanies find themselves cnfrnted with this situatin and must, therefre, cme t terms with these simultaneusly cnvergent and divergent frces. Crprate executives nt nly have t understand all these frces and cultural elements, but als knw hw t adapt t and wrk in a cultural envirnment which differs frm their wn. They need t be able t accept differences. They must als be capable f managing a team whse members are f different natinalities. They als have t knw hw t negtiate with peple wh dn't share their values r appraches. This curse prvides students with the grunding required t cnsider the internatinal dimensins f management. Curse Cntents: T apprach the grwing cmplexity f internatinal management situatins and highlight the impact f cultural differences nt nly n business relatinships but als n pluricultural teams. At the end f this curse students are able t identify the cultural aspects f an internatinal management situatin, in particular in a business cntext. They can thus elabrate a preparatry strategy which may lead t cnsultancy within the rganisatin. In particular they are able t: define the parameters they must take int accunt in managing a grup with several natinalities; manage a crisis situatin in a multicultural grup; apprach an internatinal negtiatin situatin in ptimal cnditins

4 Intrductin: presentatin et bjectives f the curse The challenge f Internatinal Management The internatinal cntext, the stakes The frces invlved: Triad (Western Eurpe, Nrth America, Asia); China and the rest f the wrld The cnsequences f glbalisatin: a tendency twards privatisatin; technlgical mutatin; crprate internatinalisatin; multinatinal and "transnatinal". glbalisatin r differentiatin: cnvergent thesis versus divergent thesis Internatinal management, a subject fr survey Defining internatinal management: difference between administratin and management The cntingent rle f the "internatinal manager" Intercultural management The cultural variable culture, what definitin? culture in actin culture and sub-culture Intercultural cmmunicatin the ntin f feedback the language/culture cnnectin: the Whrfien hypthesis and its cnsequences verbal and nn-verbal cmmunicatin: cntexting, implicit and explicit messages; bdy language and spacial language, cultural perceptin f time ethncentricity, categrisatin and steretypes Culture and management Geert Hfstede's cntributin: fur dimensins and implicit frms f rganisatin; a fifth and new dimensin: Cnfucian dynamism Internatinal business negtiatin negtiatin, basic principles definitin integrative r distributive? distinctin between prject and cnflict. the fundamental elements/ the bject, the cntext, the stakes, balance f pwer specificity f internatinal business negtiatin characteristics peculiar t business negtiatin: difference between dmestic and internatinal business negtiatin. the influence f the cultural factr preparing negtiatrs; when in Rme, d as the Rmans Cnclusin What perspectives fr internatinal management? Tmrrw's manager; a new challenge?

5 III. Evaluatin system Assessment Requirements Cntinuus assessment 50% final examinatin 50% IV. Essential reading Hfstede Geert, Culture et Organisatin, éditins d rganisatin, latest editin Usunier Jean Claude, Cmmerce entre cultures, tme 2, éditin PUF, Paris, 1992 Gauthey Frank, Management interculturel, mythes et réalités, Ecnmica, Paris, 1990 Ghauri Pervez, Usunier Jean Claude (éd.), Internatinal Business Negtiatins, Internatinal business & management series, Pergamn, 1996 Hall Edward T., Au delà de la culture, éditins du Seuil, cllectin Pints, Paris, 1979 Hall Edward T., La dimensin cachée, éditins du Seuil, cllectin Pints, Paris, 1971 Hall Edward T., Le langage silencieux, éditins du Seuil, cllectin Pints, Paris, 1984 Mran Rbert T., Xardel Dminique, Au delà des cultures : les enjeux du management internatinal, InterEditins Paris, 1994 Rjt Jacques, La négciatin, éditins Vuibert, Paris, 1994 Watzlawick Paul, Helmick Beavin Janet, Jacksn Dn D., Une lgique de la cmmunicatin, éditins du Seuil, cllectin Pints, Paris, 1972 Watzlawick Paul, La réalité de la réalité, éditins du Seuil, cllectin Pints, Paris, 1978 Year 3 Semester 1 Nice Center Cde : ECTS : 6 Lectures: 24 Tutrial: 12 Prerequisites Intrductin t Human Resurce Management and Strategy Crequisites

6 Internatinal Supply Chain Management I. Lecturers Lectures: Tutrials: II. Objectives The curse prvides an intrductin t Internatinal Supply Chain Management and cvers the prcesses, cncepts and managerial skills needed in internatinal cmmerce t slve business prblems pertaining t internatinal supply chain systems. Develpment f skills in prcess design and analysis, inventry management, prject management and business planning, quality management and business executin are als part f the curse. III. Curse Cntent The rles and activities f thse invlved in supply chain management decisin making are examined, as well as transprtatin planning, including issues in internatinal transprtatin planning, inventry cntrl and warehuse management. Attentin is als given t the develpment f custmer service standards and prcurement in the design and peratin f supply and distributin systems. The curse als underlines the cmplexities assciated with the design and implementatin f glbal supply chains, examining the distinctins and cmplexities f the materials, infrmatin and cash flws acrss internatinal brders IV. Evaluatin system Assessment Requirements Cntinuus assessment 50% final examinatin 50% IV. Essential reading Year 3 Semester 1 Nice Centre Cde BBA ECTS : 6 Lectures: 24 Tutrial: 12 Prerequisites Page 1 n 1

7 Marketing Strategy and Cmmunicatin I. Lecturers: Lectures: Ms. Jeanette McDnald Ms. Linda Prince Tutrials: Ms. Jeanette McDnald Ms. Linda Prince II. Objectives: The bjectives f this Marketing and Cmmunicatin curse are : T prvide a detailed explanatin f the prcess f cmmunicatin, T study the techniques, media, and media used in cmmunicatin, T enable students t set up a cmmunicatin strategy and draw up a cmmunicatin budget, T give a glbal visin f the different mechanisms which cmpanies need t deal with t build, a cherent marketing strategy, T give a general understanding f the principal characteristics necessary t build a business plan, T present the different tls fr Strategic Marketing Planning in a Cmpetitive Psitin. The subjects that will be cvered are as fllws : Cmmunicatin strategies Wh is invlved in cmmunicatin The different theries and targets f cmmunicatin Creative prductin in advertising The media : chice and media Nn-media marketing and its develpment Marketing and the planning prcess The rganisatinal cntext The Marketing Audit Infrmatin fr Planning Segmentatin and Planning cntrls Frmulating Strategy Managing the brand and develping the Prduct Prtfli Marketing mix strategies Planning custmer service excellence Planning the virtual Market Place and fr Service Organisatins Page 1 n 2

8 III. Evaluatin system: The student s perfrmance is evaluated n demnstrated achievement in the curse thrugh the fllwing elements: 50% Cntinuus assessment 50% final exam IV. Essential reading: Bks: S. Dibb and L. Simkin, The Marketing Casebk (Lndn: Rutledge, 1993) G.L. Lilien and P. Ktler, Marketing Decisin Making ( New Yrk: Harper and Rw, 1983) M.E. Prter, Cmpetitive Strategy: Techniques fr Analysing Industries and Cmpetitrs (New Yrk: Free Press, 1980) Jhn Saunders, The Marketing Bk (Lndn: Heinemann, 1987) S.T. Haimann, W.G. Sctt, P.F. Cnnr Management 5 th Ed M; McDnald, Marketing Plans: Hw t prepare them, hw t use them Van Terpstra Internatinal Marketing 4 th Ed J.L. Thmpsn, Strategic Management 3 rd Ed Jurnals: Marketing Wall Street Jurnal Business Hrizns Advertising Age Management Review Jurnal f Business Strategy Jurnal f Marketing Business Week The Ecnmist Year 3 Semester 1 Nice Centre Cde : IMKG0503 ECTS : 6 Lectures: 24 Tutrial: 12 Prerequisites Principles f marketing Crequisites Page 2 n 2

9 Financial Management I. Lecturers Lectures: Ms. Vernique LEDERMAN Tutrials: Ms. Vernique LEDERMAN II. Objectives S as t respnd effectively t the present ecnmic cntext, crprate leaders need t be able t answer questins such as these : Shuld I keep r sell this r that department? Must I externalise part f my prductin? Is it prfitable t accept an atypical rder? What will my cmpany be wrth in five years time? These numerus questins can prbably be summed up in ne : «hw shuld a cmpany s perfrmance be pilted?» Thus, the rle f cntrl managers tday is t help leaders in strategic decisin making.. SPECIFIC OBJECTIVES T make students aware that financial management is nt merely an infrmatin system supplying statistical data abut the way the cmpany wrks, but als that the evlutin f this speciality is leading it twards crprate perfrmance management.. At the end f the curse, students shuld be able t: prduce statistical data cncerning the running f a cmpany (instrument panels, budgets ) : re-use this infrmatin t prvide leaders with help in strategic decisin making ; explain the cncept f perfrmance pilting («wrth» creatin) ; measure and pilt this wrth creatin ; elabrate the elements required t prepare a business plan. COURSE CONTENT a presentatin f financial management, its cntext and evlutin. descriptin f tls used : cst accunting, general accunting, quality assurance the cncept f management and perfrmance financial management as an aid t decisin making Page 1 n 2

10 III. Evaluatin system Cntinuus assessment 50% final examinatin 50% IV. Essential reading Rss, Westerfield, Jrdan, Fundamentals f crprate Finance, 5 th Ed. : Internatinal Year 3 Semester 1 Nice Centre Cde : IINFO0601 ECTS : 6 Lectures: 18 Tutrial: 18 Prerequisites Basic Cmputing Crequisites Page 2 n 2

11 Internatinal Marketing I. Lecturers Lectures: Ms. Jeanette McDnald Tutrials: Mr. Jean-Luc Scalabre II. Objectives Aims T prvide an Internatinal Marketing cncept and understanding f cultural awareness T highlight the imprtance f research methdlgy and techniques available T examine the evaluatin tls used when identifying pprtunities and threats T appraise the leading issues in Internatinal Marketing; market agreements, barriers, glbalizatin trends Learning utcmes On cmpletin f this mdule the student will be able t: Define the majr benefits and prblems that cme with Internatinal marketing Assess and recgnise external frces that effect the future f Internatinal Trade Apply marketing tls in an Internatinal cntext in rder t identify, analyse and select targeted markets T prduce a Cnsultancy Feasibility Study fr an verseas market A cmbinatin f lectures and tutrials will be used. Lectures will intrduce the main cncepts. Tutrials will be used t apply thery using case studies and discussin-based seminars. Students will be encuraged t wrk in grups, and will be given guidance n a principal prject thrughut the curse. III. Evaluatin system Assessment Requirements Cntinuus assessment 50% final examinatin 50% Page 1 n 2

12 IV. Essential reading Internatinal Marketing 6 th Editin, Subhash C. Jain, Editr Thmsn Learning, 2001 Internatinal Marketing, Cnsuming Glbally, Thinking Lcally, McAuley, Ed. Wiley & Sns Ltd, 2001 Internatinal Marketing, 2 nd Editin, Rger Bennett, Editr Kgan Page, 1998 Jurnals: Strategy Eurpe, Ecnmist, Business Week, Time Year 3 Semester 1 Nice Centre Cde : IMKG0502 ECTS : 6 Lectures: 24 Tutrial: 12 Prerequisites Principles f Marketing Crequisites Page 2 n 2

13 Business Ethics and Crprate Scial Respnsibility I. Lecturer Lectures: Dr. Frank Christmann Tutrials: Dr. Frank Christmann II. Objectives The curse prvides an understanding and appreciatin f sme f the majr mral and ethical prblems that may be encuntered by business managers f tday in rder t prduce respnsible managers f the future able t take a ratinal, hnest and fair apprach when faced with ethical dilemmas in the wrkplace. III. Curse Cntent Real ethical scenaris are examined t intrduce each tpic, leading t deeper discussin at the end f each sessin. Tpics cvered in the curse are the fllwing: An intrductin t the theretical backgrund f ethics Ethical decisin making and cntemprary issues Crprate Scial Respnsibility The firms interactin with the envirnment Ethics and Infrmatin Technlgy Ethics and Financial reprting Strategic planning and ethical crprate culture Ethics training prgrammes and the Ethical audit Teaching Methds Classes will be a mix f frmal input, practical exercises and discussins using a variety f real life case study scenaris. Page 1 n 2

14 III. Evaluatin system Cntinuus assessment 50% final examinatin (2 hurs) 50% IV. Essential reading Jurnal articles Understanding Business Ethics Stanwick and Stanwick Year 3 Semester 1 Nice Centre Cde : ECTS : 3 Lectures: 9h Tutrial: 9h Prerequisites Crequisites Page 2 n 2

15 IPAG Title FRENCH CULTURE AND CIVILIZATION Cde Perid IBMP Semester 1,2 Year 3 Curse Length 36 hurs Lecture 24 TUT 12 ECTS Credits 6 Prerequisites Crequisites Lecturer: Nne Dr. Claude Alavine : Dcteur en Sciences de Gestin Anne Buffet : Licence et maîtrise de Langues Etrangères Appiquées Anais Di Ric : Licence en Philsphie, Licence en Sciences du Langage FLE I.-Aims and Objectives The curse intrduces the students t the culture, sciety and recent histry f France. The aim is t prvide a mre thrugh understanding f French culture and civilizatin by presenting certain aspects f cntemprary France in an attempt t make the themes wide-ranging, varied and viewed frm a multidisciplinary perspective (ecnmic, cultural, plitical and scial). These different aspects tgether shw that France is a multicultural sciety struggling t preserve what is meant by "l'exceptin française", r that which is distinctively French. II. Curse Cntent French Institutins and Plicy making The cnstitutin f the 5 th Republic and the Presidency The multiplicity f French plitical parties Educatin and elitism - the effects f May 1968 Decentralisatin and the imprtance f the 'Regins' France in Eurpe - a market f 59 millin cnsumers Aspects f French Culture Literature, theatre and cinema Televisin, frm state mnply t privatisatin and the media Fd and wine, French haute and nuvelle cuisine Sprt, games and pastimes in France Cultural debates - Paris vs the prvinces, French language and the linguistic plicies, gender issues III. - Evaluatin The student s perfrmance is evaluated n demnstrated achievement in the curse thrugh the fllwing elements : - Cntinuus assessment : 50% - Final Test : 50% FCC Page 1 sur 1

16 Strategic Human Resurce Management I. Lecturers Lectures: Ms. Marie Jsé Sctt Dr. Claude Alavine Tutrials: Ms. Marie Jsé Sctt Dr. Claude Alavine II. Objectives The main aim f the Human Resurce Strategy curse is t : Establish the rle f Human Resurce Strategy (HRS) within the strategic management f the rganisatin taking a Eurpean perspective f the principal characteristics necessary t build a business plan. Present the practice f Human Resurce management in a changing wrld. Study the cncepts, tls and actual practice in jbs within Human Resurce Management The curse will cnsider the changing rle f HRS within the rganisatin and its envirnment and the manner in which it supprts the achievement business gals. This will be cnsidered within a Eurpean cntext whilst lking at best practice frm the USA. Curse Cntents: The learning prcess will invlve a variety f appraches s as t enhance student experiences. Lectures will intrduce students t issues, cncepts, theries and appraches. Seminars/wrkshps will enable the student t apply this learning thrugh the use f grup discussin, case study wrk and rle-play. The subjects that will be cvered are as fllws : Human Resurce Strategy HR strategy and its rle in the success f rganisatinal strategy The emerging and new frms f wrk rganisatin and relatinships Building rganisatinal capability Flexible wrking HRS in a scial and plitical cntext Frward-lking skills management Recruiting practices In cmpany training Wrking cnditins Page 1 n 2

17 Cmpensatin Team building On cmpletin f this mdule the student will be able t: Decide whether he/she wants t be his/her wn bss and if he / she has the capacity and skills t wrk as self-emplyed. Identify surces f relevant infrmatin and advice Analyse infrmatin / data and use these within a cherent business plan. Analyse infrmatin / data and use these assess the perfrmance f exiting small businesses. T present business prpsals bth rally and in writing After cmpleting the mdule, students shuld be able t: Appreciate the strategic nature f HRM in maximising human resurces. Understand the need t embed HRM in crprate strategy Appreciate the integrative apprach f HRM III. Evaluatin system Assessment Requirements Cntinuus assessment 50% One 3 hur final examinatin 50% IV. Essential reading Bks Leat M, Human Resurce Issues f the Eurpean Unin, Pitman Publishing 1998 Sparrw P.R. and Hiltp J-M, Eurpean Human Resurce Management in Transitin Prentice Hall Eurpe 1994 Trringtn D and Hall L., Human Resurce Management Prentice Hall Eurpe 1998 Ulrich D, Human Resurce Champins Harvard Business Schl Press 1997 Jurnals: Peple Management Harvard Business Review Year 3 Semester 2 Nice Centre Cde : IGRH0503 ECTS : 6 Lectures: 24 Tutrial: 12 Prerequisites Intrductin t HR Crequisites Page 2 n 2

18 Financial Strategy Mergers and Acquisitins I. Lecturers Lectures and tutrials : II. Objectives Mergers and acquisitins are a central activity f crpratins and partnerships wh feel that restructuring r divesting businesses will free up hidden values. Acquisitin failure rates are estimated at 70%, but in spite f this, crprate managers perceive many advantages f external versus internal envirnment. This curse examines mergers and acquisitins frm the perspective f the crprate/private equity manager and fcuses n hw t use these business develpment tls t execute crprate strategy bjectives in particular, the management f crprate grwth and earnings strategies. The curse als seeks t imprve the dds f success by enhancing the management and decisin making cmpnents f the transactin prcess. Students will develp skills necessary t frm an pinin abut a prpsed transactin, taking int accunt legal issues, understand the methds used fr firm valuatin and evaluatin f the transactin as well as investigating the cnsequences f restructuring activities. III. Curse Cntent The legal cnsideratins invlved in the prcess f mergers and acquisitins The ptential f mergers and acquisitins fr value creatin Mtives fr Mergers Discunted Cash Flw Analysis r capitalisatin f incme - evaluating an investment by estimating future cash flws and taking int cnsideratin the time value f mney and estimating terminal value. Estimating the cst f capital and relative valuatin Takever tactics IV. Evaluatin system Cntinuus assessment 50% final examinatin 50% Year 3 Semester 2 Nice Centre Cde BBA ECTS : 3 Lectures: 9 hurs Tutrial: 9 hurs Prerequisites Accunting Principles Page 1 n 1

19 Small Business Develpment I. Lecturers Lectures: Mr Jean Luc Scalabre Tutrials: Mr Jean Luc Scalabre II. Objectives T allw the student t discver whether he / she is cut-ut fr self-emplyment. T allw the student t explre the pssibility f setting-up his / her wn business after his / her studies r at a latter date T prvide the knwledge and the understanding required t set-up a sund business. T develp the knwledge and the understanding required t manage a small business. T develp and imprve upn varius business techniques and knwledge which will allw him / her t prduce a business plan. Learning Outcmes On cmpletin f this mdule the student will be able t: Decide whether he/she wants t be his/her wn bss and if he / she has the capacity and skills t wrk as self-emplyed. Identify surces f relevant infrmatin and advice Analyse infrmatin / data and use these within a cherent business plan. Analyse infrmatin / data and use these assess the perfrmance f exiting small businesses. T present business prpsals bth rally and in writing Teaching Methds Classes will be a mix f frmal input, practical exercises and prject wrkshps. Students will usually wrk in grups f 3 r 4 n their prjects. III. Evaluatin system Assessment Requirements Cntinuus assessment 50% Page 1 n 2

20 One 3 hur final examinatin 50% IV. Essential reading David Stkes, Small Business Management A Case Study Apprach, Published Letts Year 3 Semester 2 Nice Center Cde : IMKG0602 ECTS : 6 Lectures: 24 Tutrial: 12 Prerequisites Accunting, Principles f Marketing Crequisites Page 2 n 2

21 Marketing Research (Turism) I. Lecturers: Lectures: Ms. Jeanette McDnald Ms. Linda Prince Tutrials: Ms. Jeanette McDnald Ms. Linda Prince II. Objectives: T enhance the students understanding f marketing research. T develp skills required by the researcher and understand different applicatins f Marketing Research T prvide knwledge f the Turism Industry and the marketing techniques available T highlight the imprtance f the Turism prduct and the invlvement f the sub-industry. Learning Outcmes On cmpletin f the mdule, the student will be able t: understand the prcess f marketing research and its different prcesses identify surces f infrmatin understand different research methds apply selected research methds identify factrs affecting demand within the turism industry highlight the diversity f the turism prduct recmmend and apply apprpriate marketing techniques t the varied sectrs f the industry Teaching Methds A cmbinatin f lectures, tutrials and practical field wrk in the turism sectr. III. Evaluatin system Assessment Requirements Cursewrk:presentatin and research file 50% One 3 hur examinatin 50% Page 1 n 2

22 IV. Essential reading Chisnall West McDaniel Marketing Research Marketing Research Marketing Research Essentials Year 3 Semester 2 Nice Center Cde : IMKG0601 ECTS : 6 Lectures: 24 Tutrial: 12 Prerequisites Principles f marketing Crequisites Page 2 n 2

23 Managing Cnflict Lecturers Lectures: Dr. Claude Alavine Tutrials: Dr. Claude Alavine Objectives Cnflicts are linked t the develpment f rganisatins and the evlutin f individuals within grups. In that sense, negtiatin is prbably nt the nly way t slve cnflicts but certainly the mst intelligent r sensible. The bjectives f this curse are t prvide the students with bth theretical and fundamental aspects f cnflict and negtiatin but als with practical methds and techniques fr perfrming effective negtiatin and reslve interpersnal cnflicts either in a scial r business cntext. Simulatins and rle plays will be used in rder t demnstrate the cmplexity f negtiatins and highlight the cnceptual elements f the curse Curse cntent Defining cnflict and negtiatin - Distinctin between prject and cnflict, integrative and distributive rientatins - Mixed mtivatin and the negtiatr s dilemmas - Surces f interpersnal cnflict Fundamental elements f negtiatin - Object and bjectives, stakes and balance f pwer, cntext and qualities f the negtiatr. - The negtiatin prcess, negtiatin as a system Preparatin, strategy and practices - Preparatin as part f the prcess - Negtiatin types and assciated strategies

24 - Techniques and tactics - Ways, means and ethics Specific cntexts - Scial Negtiatins - Business Negtiatins and Intercultural Business Negtiatins Evaluatin Cntinuus assessment 50% final examinatin 50% Essential reading AVRUCH Kevin, "Culture and negtiatin pedaggy", Negtiatin Jurnal, Vl. 16, n 4, Octber 2000, pp AXELROD Rbert, The cmplexity f cperatin, agent-based mdels f cmpetitin and cllabratin, Princetn University Press, GHAURI Pervez, USUNIER Jean Claude, Internatinal Business Negtiatins, Internatinal Business and Management series, Pergamn / Elsevier Science, 2 nd Editin, LEWICKI Ry J., SAUNDERS David M., MINTON Jhn W., Essentials f negtiatin, Mc Graw Hill, LEWICKI Ry J., SAUNDERS David M., MINTON Jhn W., Negtiatin: readings, exercises and cases, Mc Graw Hill, fifth editin, SEBENIUS James K., "Six habits f merely effective negtiatrs", Harvard Business Review, April 2001, pp ZARTMAN William I., "What I want t knw abut negtiatins", Internatinal negtiatin, Vl. 7, n 1, 2002, pp Year 3 Semester 2 Nice Cde : ECTS : 3 Lectures: 9 hurs Tutrial: 9 hurs

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