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1 Page MATHEMATICS AND STATISTICS 1 Basic Applied Mathematics 2 Applied Calculus 3 Applied Statistics. 4 CENTER FOR TECHNOLOGY ACADEMY 5 Tecnology 6 MANAGEMENT AND ORGANIZATIONS. 7 Introduction to Business. 8 Managerial Process 9 Organizations.. 10 Strategy and Competitiveness 11 ENTREPRENEURSHIP 12 Project I. 13 Project II 15 MARKETING. 16 Marketing Management. 17 International Marketing. 18 LOGISTICS. 19 Logistics 20 SERVICE, QUALITY AND PRODUCTION 21 Introduction to Quality and Service 22 Quality Management 23 Production and Operations Management FINANCE Accounting I: Administrative and Financial 26

2 Accounting II - Costs and Budgets Corporate Finance 28 Capital Markets Foreign Exchange and Derivatives Market 30 ECONOMY Microeconomics.. 32 Macroeconomics. 33 International Economy 34 World Economic Structure 35 NEGOTIATIONS AND INTERNATIONAL TRADE. 36 Current Events. 37 Introduction to Political Science 38 Theory of International Relations 39 Theory of International Relations II 40 Introduction to the Law of International Business. 41 International Business Law. 42 International Negotiation. 44 Policy and Negotiations in Latin America American Matters and Negotiation: United Nations, Andean Parliament and OAS 46 Asian Business Program.. 47 Trade Practical Workshop 48 Regional Trade Agreements Commodities Production and Trade.. 50

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4 BASIC APPLIED MATHEMATICS CODE CREDITS 5 FIRST BASIC CLASS WORK 6 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 9 ELABORATION DATE FEBRUARY 2005 UPDATE SEPTEMBER 2008 Through the use of simple mathematical models, quantitative methods are a very valuable decision making tool in management for the optimization of resources, among other fields. It is important that students learn basic concepts, such as: modeling, decision making, optimization, equations and inequations, and the knowledge of basic functions. 2

5 APPLIED CALCULUS CODE CREDITS 5 SECOND BASIC CLASS WORK 5 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 10 ELABORATION DATE FEBRUARY 2005 UPDATE SEPTEMBER 2008 Clarify basic concepts; identify methods to solve derivates and integrals with one or multiple variables; solve problems with derivates or integrals; and argue with solidity the chosen methods to solve problems. 3

6 APPLIED STATISTICS CODE CREDITS 4 THIRD BASIC CLASS WORK 5 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 8 ELABORATION DATE APRIL 2004 UPDATE SEPTEMBER 2008 To run organizations, to use and handle economic data, it is necessary that management students learn concepts and methods for the analysis and compilation of the information. For the same reason, apply the theory of probability to specific cases. Learn all these tools are objectives of the course. 4

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8 TECHNOLOGY CODE CREDITS 3 EIGHTH PROFESSIONAL CLASS WORK 3 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 6 TIC TEST ELABORATION DATE FEBRUARY 2005 UPDATE NOVEMBER 2008 The popularization of media, technological networks, information platforms and computers amongst others, leads society to processes of cultural openness, a never before seen freedom of expression and a plethora of never before seen possibilities, we are living, according to various authors, in a knowledge and information society. This type of society brings with it a series of challenges, alternative routes of action and means. Microelectronics, computers and artificial intelligence, new materials, the exploration of human genetics, are technologies that are contributing to these changes. As an answer to this context, the Department of Technology and Computers of the Universidad de la Sabana, presents the Technology course, a new concept that derives from the interaction between media communications and its impacts in diverse areas of information. 6

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10 INTRODUCTION TO BUSINESS CODE CREDITS 3 FIRST BASIC CLASS WORK 3 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 7 ELABORATION DATE FEBRUARY 2005 UPDATE OCTOBER 2008 This course of Introduction to Business has as a general purpose show an integral vision of the basics of management theory, so that students, as future professionals in management, have a full vision of what are businesses and their administration. The pretention of the course is to show in an introductory level of the constitute knowledge of this discipline, that because of pedagogical criteria it is taught in disaggregate way. For the same reason, the basics of the management theory (organizational theory, management basic concepts) are integrated with the basics of managerial process (planning, organizing, directing, and controlling), and the basics of the main managerial functions (human resources, marketing, production, financial).these topics are covered through an integral, global, ethical, and social responsibility scope. All of these, to familiarize the student with the different contents, that will constitute their formation as future professional. 8

11 MANAGERIAL PROCESS CODE CREDITS 3 SECOND BASIC CLASS WORK 5 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 5 ELABORATION DATE FEBRUARY 2005 UPDATE SEPTEMBER 2008 Through a general scope of what is the environment, the enterprise, the administration, the manager and the general function of the organization areas, it is important to know how the organization plans, organize, and controls it processes in a corporate, strategically, tactical or functional, and operative level, and understand their relation as a system with the environment. 9

12 ORGANIZATIONS CODE CREDITS 3 THIRD BASIC CLASS WORK 4 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 5 ELABORATION DATE FEBRUARY 2005 UPDATE SEPTEMBER 2008 Organizations are dominant institutions in the social scenario, we are born in hospitals, educated in schools and universities, we buy goods and services in shopping malls, banks and financial institutions, restaurants and hotels, and we travel with transportation companies, pay our taxes to the state and get news from media outlets. Society is a Society of Organizations, therefore understanding how organizations are interpreted and defined, their internal workings, how they evolve and transform, and how we interact with them and in them is indispensable knowledge for professional success of future managers. Professionals in business administration require an ample knowledge of theory as well as administrative know-how; this will enable them to have the necessary judgment elements to understand the organizational dynamics of business and the particular inner characteristics of each one of them. 10

13 STRATEGY AND COMPETITIVENESS CODE CREDITS 4 SIXTH PROFESSIONAL CLASS WORK 3 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 8 ELABORATION DATE FEBRUARY 2005 UPDATE SEPTEMBER 2008 Companies face unique challenges in the construction of sustainable competitive advantages against their competitors. This course is designed to help the students learn and use tools and frames to: create, implement and actualize the strategic plan. Using a really strategy must make a real approach to all the decisions of: where to invest, how to make an advance, and to make a quick answer to all the competitors and changes in the environment, new technologies, and human resources, among others. The development strategy is based in the analysis of data and the orientation towards measurable results. The organization s strategists need the capability to create new products and services, in new or the existing industries. The need to articulate some strategic planning that gives orientation for the investors and possible clients. They need to recognize and promote their basic competencies to create value to the customer and differentiate from the competitors. They should also create a detailed working plan to sale their initiatives and once and again take advantage over competitors. 11

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15 PROJECT I CODE CREDITS 4 SEVENTH PROFESSIONAL CLASS WORK 3 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 9 TO HAVE FINISHED THE MANDATORY FORMATION. ELABORATION DATE FEBRUARY 2005 UPDATE OCTOBER 2008 The 21 st Century presents in the modern business scenario productive and competitive challenges in a highly globalized and connected world with great flows of information and in permanent change, with an ever more efficient use of resources there is a necessity of professionals that integrate efficiently their skills with knowledge. Complex decisions require tools that will enable professionals to add value to their organizations. Identifying and taking advantage of opportunities is a central part of the role played by leaders of organizations; this means developing competitive advantages that enable good market placement, guaranteeing survival and growth. This project is the tool that integrates all elements of good management allowing objectives to be met and opportunities to be identified. Nevertheless, experience shows that individual business entrepreneurship or the creation of new companies (with or without seeking profit), has been an alternative of personal and professional growth, a source of renewal for markets, creation of employment, generation of earnings, and social and economic development for countries and communities. This is a more risky (but more satisfactory) alternative than the traditional way of thinking of being an employee, a common mind set in professionals of all disciplines. It is necessary to foster entrepreneurial skills in future professionals that will allow them to address challenges, maximizing their chances of success and minimizing risks for their investors (including the 13

16 entrepreneur). In any case, it is a national purpose to create new companies that successfully integrate into international markets thanks to their innovation and competitiveness, an example of this is law 1014 of 2006 that specifically states the role that Universities play in fostering this purpose, as well as entrepreneurship networks that boost economic and employment growth. 14

17 PROJECT II CODE CREDITS 4 EIGHTH PROFESSIONAL CLASS WORK 3 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 9 PROJECT I ELABORATION DATE FEBRUARY 2005 UPDATE DECEMBER 2008 From the development of the course Project I and it correspondent justification in professional and personal terms, and the national purpose that understands entrepreneurship as a life option, the course of Project II pretends analyze the student s skills to create new companies and/or their entrepreneur spirit. This study pretends make an effort to develop a business plan for possible investors that through theory and practices puts the students to the incorporation of all the elements that constitute the advantage of a market opportunity. All of this, through a project that lessens to the minimum the risk for the investors and maximizes their probability of success. 15

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19 MARKETING MANAGEMENT CODE CREDITS 4 FOURTH BASIC CLASS WORK 3 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 7 ELABORATION DATE FEBRUARY 2005 UPDATE OCTOBER 2008 The marketing world is changing rapidly. Global economic conditions, political situations, and competitive landscapes are in constant flux. Marketing approaches that worked yesterday may not work tomorrow. Increasingly, marketing success requires doing things differently. Students will face a marketing environment different from the one discussed in our classes today. Learning what was done in the past will not prepare them entirely for what they need to do tomorrow. Consequently, in this course we will present the topics that remain relevant and important, while simultaneously emphasizing new thinking and approaches to marketing practices. Because students need to be prepared to operate in the complex and dynamic marketing world of the future, they need to develop the capacity to think and act like business man in a difficult an uncertain situations, to determine the best marketing strategies for those situations, and to execute the strategies effectively. The subject provides and introduction to the fundamental concepts and principles of marketing from value-based perspective. For managers, this would involve viewing marketing as a process of creating long-term shareholder value by establishing relationships with valued customers and creating a sustainable competitive advantage. 17

20 INTERNATIONAL MARKETING CODE CREDITS 4 FIFTH PROFESSIONAL CLASS WORK 4 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 8 ELABORATION DATE FEBRUARY 2005 UPDATE DECEMBER 2008 During the last quarter of the twentieth century, international business was shaken by a revolution in global competition unlike any previous experienced. As companies move through the twenty-first century, they need to be aware of the range of powerful, dynamic, and often conflicting forces shaping the emerging competitive environment. The globalization of markets, the increasing homogeneity of customer needs worldwide, and falling tariffs together mean that few companies can afford to remain focused on their domestic markets. Managers responsible for marketing in a multinational or global enterprise must design appropriate marketing programs for each national market. To some extent, each country must be treated as a separate market place, because each has its own legal requirements, and business methods, and most have their own currencies. The dramatic change in strategic thinking and organizational relationships has made the boom in alliances, consortia, and strategic partnerships a worldwide phenomenon. Sensing, analyzing, and developing appropriate responses to the complex new demands of the expanded, global market place is difficult, and the greatest challenge comes in developing the organizational capabilities and managerial competencies to implement a clearly defined strategic intent. This course provides real examples of these challenges. In order to help the student explore the global market, international marketing combines business as a host of other disciplines, such as: economics, languages, geography, cultural studies, sociology, anthropology, and history. Different business environments will enable the participant to absorb and understand new phenomena, which are, by definition: challenging, difficult and very rewarding. 18

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22 LOGISTICS CODE CREDITS 3 SIXTH PROFESSIONAL CLASS WORK 3 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 7 ELABORATION DATE SEPTEMBER 2005 UPDATE OCTOBER 2008 Understanding the importance of logistics and management of supply chains as a strategic element of modern organizations, allows for the reduction of operation costs and becomes a strategy of sales, that is to say, Logistics as a way of achieving income growth. 20

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24 INTRODUCTION TO QUALITY AND SERVICES CODE CREDITS 3 FIRST BASIC CLASS WORK 3 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 5 ELABORATION DATE APRIL 2004 UPDATE SEPTEMBER 2008 In a globalize world, the client is more exigent and the environment more competitive; what makes, that the future International Business Administrators, handle the concepts and take to the practice all the theory related with quality and services. All of these, relying in the history and the theory of relational marketing, in new technologies, in the administration of the truth moments, in which service and quality should be focus. According to the new tender of considering service as a product, organization should put aside the idea of a service as a thin function, and position it as the essence, the differentiator, and with this new concept, using service administration as the vehicle to fulfill this goal. Through the processes form from the practices of quality and service, students plan, organize, execute and control the development of service with quality in all sectors of the economy answering the needs of the environment. 22

25 QUALITY MANAGEMENT CODE CREDITS 3 FOURTH BASIC CLASS WORK 3 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 6 ELABORATION DATE APRIL 2004 UPDATE SEPTEMBER 2008 In the current environment it is important to work quality from the processes, and the culture that must be generated in the organization, looking in every moment for efficiency and competitiveness through their dimensions, and analyzing as a factor of organizational survival. The changes produced, the globalization in the world, the integral performance of quality, the importance of service as a fundamental element, the implications of continual improvement, and the new tools for the adaptation, day by day, in the organizations looking for cultural transformations in pro of sustainable development in the country. In this way, the program of International Business Management has committed with a quality and quality service component for the development of skills for the future professional that look for the accomplishment of the previous statements. 23

26 PRODUCTION AND OPERATIONS MANAGEMENT CODE CREDITS 5 FIFTH ELABORATION DATE SEPTEMBER 2005 UPDATE SEPTEMBER 2008 PROFESSIONAL CLASS WORK 4 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 10 Growth of business operations as a response to the demand and supply of goods and services by societies known to business and the academy, brought by internationalization and increased growth of international markets, have had a fundamental impact in the advancement of the design and operation of production chains. The ability to create connections between companies, contacting a supplier in China to pack parts of a product in Colombia, Australia or any other country, offering a service like education and being able to present it with a quality guarantee, requires in the Undergraduate International Business Administration Program the development of competence for future professionals that will enable them to understand the productive process and ethically work within it. Students are expected to understand and evaluate costs and benefits of production systems and productive processes, understanding connections between all areas of business having a complete perspective. 24

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28 ACCOUNTING I: ADMINISTRATIVE AND FINANCIAL CODE CREDITS 5 FIFTH ELABORATION DATE FEBRUARY 2005 UPDATE DECEMBER 2008 PROFESSIONAL CLASS WORK 4 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 10 This course aims to make students understand the principles of accounting, having a special emphasis in its application and importance as a structural area in finance. 26

29 ACCOUNTING II: COSTS AND BUDGET CODE CREDITS 2 THIRD BASIC CLASS WORK 2 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 4 ELABORATION DATE FEBRUARY 2006 UPDATE DECEMBER 2008 By the end of this course, students will be able to identify the basic elements of accounting information available in Financial Records and Costs, as well as the uses they have in Financial Management. 27

30 CORPORATE FINANCE CODE CREDITS 5 FOURTH BASIC CLASS WORK 5 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 9 ELABORATION DATE JANUARY 2005 UPDATE DECEMBER 2008 Developing in students the skills necessary to analyze and determine the financial situation of an organization, allowing them to make pertinent planning and strategic decisions. 28

31 CAPITAL MARKETS CODE CREDITS 3 SEVENTH SPECIALIZATION CLASS WORK 4 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 5 ELABORATION DATE MARCH 2008 UPDATE DECEMBER 2008 At the end of the course the student will be able to understand in depth the structure and inner workings of the Colombian financial market, evaluate fixed and variable income instruments, and take investment decisions in accordance with principle macroeconomic indexes. 29

32 FOREIGN EXCHANGE AND DERIVATIVES MARKET CODE MYD CREDITS 3 EIGHTH SPECIALIZATION CLASS WORK 4 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 5 ELABORATION DATE MARCH 2008 UPDATE DECEMBER 2008 Developing in students abilities in interpretation, analysis and negotiation, of money markets and associated financial structures. 30

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34 MICROECONOMICS CODE CREDITS 4 SECOND BASIC CLASS WORK 4 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 9 ELABORATION DATE FEBRUARY 2005 UPDATE DECEMBER 2008 In a market economy the interaction between suppliers and consumers is vital for the interchange of goods. Researching each one of the agents that interact in the market allows analyzing and understanding resource earnings which will in turn be the key for consumers and producers in taking optimal decisions that aim to accomplish economic efficiency. 32

35 MACROECONOMICS CODE CREDITS 4 THIRD BASIC CLASS WORK 5 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 7 ELABORATION DATE FEBRUARY 2005 UPDATE DECEMBER 2008 Macroeconomics is the study of economy as a whole. This basic course in Macroeconomics aims to introduce and explain the behavior of variables in the economy, such as GDP, inflation and unemployment. This course also seeks to familiarize students with the principles and methodologies that characterize macroeconomic analysis. Throughout the course real world examples will be used to illustrate outstanding concepts. 33

36 INTERNATIONAL ECONOMY CODE CREDITS 4 FIFTH PROFESSIONAL CLASS WORK 4 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 7 ELABORATION DATE FEBRUARY 2005 UPDATE SEPTEMBER 2008 This course provides an undergraduate level presentation to the field of international economics. It splits in two major areas. The first one examines the theory of international trade and foreign investment, with a little bit of empirical work. The other one, studies the financial theory in a global context with applications in macroeconomics policy. A number of topics of current interests, including debate on globalization, free trade agreements, The U.S. current account deficit, the medium run prospects for exchange rates, European integration, and the debate on global financial architecture following the financial crisis in Asia and Latin America, will be covered. 34

37 WORLD ECONOMIC STRUCTURE CODE CREDITS 3 SIXTH PROFESSIONAL CLASS WORK 3 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 7 ELABORATION DATE FEBRUARY 2005 UPDATE SEPTEMBER 2008 International affairs are intricate systems that present multiple agents, interests, agendas and processes. These elements develop following the game rules of the global system; the betterment of Colombia s performance in this scenario is conditioned by a good understanding of said rules. World Economic Structure Course has the objective of analyzing, describing, interpreting and understanding international reality through the use of different academic perspectives, trying to identify the role that our country must play in the world. 35

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39 CURRENT EVENTS CODE CREDITS 2 SECOND BASIC CLASS WORK 2 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 6 ELABORATION DATE UPDATE FEBRUARY 2009 One of the most unsettling phenomenon of the late 20th century and beginnings of the 21st is without a doubt, the destruction of the past. Current societies live in a continuous present, under the weight of uncertainty generated by the rising complexity of reality and the acceleration of changes derived from advances in science and technology. Neglecting memories, and intentionally being unacquainted with the past, has contributed to the construction of a cultural climate that shows a crisis of principles and beliefs, and abandonment of values. This subject is related to the acquirement of a historical basis as a reference framework for the analysis and understanding of the current world. 37

40 INTRODUCTION TO POLITICAL SCIENCE CODE CREDITS 3 THIRD ELABORATION DATE FEBRUARY 2005 UPDATE NOVEMBER 2008 BASIC CLASS WORK 3 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 5 This course is formed by a series of basic concepts for the development of a satisfactory introductory approach to Political Science. These concepts have been systematically connected and are related to democracy as a theoretic-practical central problem. This course aims, for an adequate understanding, to address concepts from the analysis of political processes in Latin America and Colombia in particular. This course aspires to offer students the basis for the elaboration of a critical analysis of political problems, in a pluralistic ideological framework. 38

41 INTERNATIONAL RELATIONS THEORY CODE CREDITS 2 FOURTH BASIC CLASS WORK 2 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 3 ELABORATION DATE FEBRUARY 2005 UPDATE NOVEMBER 2008 This course is aimed to make the International Business Administration Student reflect on the concepts of national politics and international relations. Likewise this course aspires to show the student the different scenarios related to International Law and Political Leadership. 39

42 INTERNATIONAL RELATIONS THEORY II CODE TRN ( ) CREDITS 3 SEVENTH ELABORATION DATE MARCH 2005 UPDATE NOVEMBER 2008 PROFESSIONAL CLASS WORK 4 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 5 This optional course aims to examine the political and economic international scenario from different perspectives of analysis, with a special emphasis on the new trends in International Relations. This will allow students to develop the tools necessary to understand the complexities of the global state of affairs, and incorporate the different elements resulting from the analysis, enabling them to formulate successful strategies of International Business Administration. This course is made up by a series of basic concepts for the development of a satisfactory introductory approach to Political Science. These concepts have been systematically connected and are related to democracy as a theoretic-practical central problem. This course aims, for an adequate understanding, to address concepts from the analysis of political processes in Latin America and Colombia in particular. This course aspires to offer students the basis for the elaboration of a critical analysis of political problems, in a pluralistic ideological framework. 40

43 INTRODUCTION TO THE LAW OF INTERNATIONAL BUSINESS CODE CREDITS 3 FIFTH ELABORATION DATE APRIL 2004 UPDATE NOVEMBER 2008 PROFESSIONAL CLASS WORK 3 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 6 This course is designed to introduce students to the principal issues related with Colombian business law. The course will: 1. Explain regulation of fundamental principles of public and private Colombian business law. 2. Examine legal aspects of international business, with particular reference to contracts for the sale of goods and other forms of exports; licensing of intellectual property; foreign direct investment; international business litigation and international commercial arbitration. 3. Offer a comparative approach to the study of international business transactions and of the legal systems so as to understand how legal problems are treated in different societal and cultural environments. 41

44 INTERNATIONAL BUSINESS LAW CODE IBL ( ) CREDITS 3 SEVENTH SPECIALIZATION CLASS WORK 4 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 5 ELABORATION DATE APRIL 2004 UPDATE SEPTEMBER 2008 Capital markets have come a long way since the seminal work of Adam Smith was published more than two centuries ago, advocating the free allocation of economic resources in market Systems and the all-too-familiar visible hand. Without neglecting the principle of laissez faire that was aloud sophisticated countries to prosper, regulators and policy makers in advanced jurisdictions discovered long ago that some intervention was necessary if economic systems were to function properly. In a world in which market players are no longer subject to archaic rule of caveat emptor, regulation of international transactions allows investors to make informed decisions when engaging in business ventures. As barriers to foreign direct investment fall, corporations extend their influence across the board to reach places as remote and formerly inaccessible as China. It is clear by now that the forces of globalization have transformed commerce irreversibly. Such changing conditions demand a new breed of entrepreneur. One focused in reducing agency and transaction cost to an optimal level; informed in fields as complex as corporate governance, antitrust and securities regulation; capable of structuring international joint learned in ventures in conjunction with multinational parties so as to access foreign markets; learned in venture capital finance and private equity investments. All in all, the modern entrepreneur must become a true renaissance man in the field of international business transactions. This course is intended to provide a preliminary introduction to the most relevant topics required to successfully engage in business across national borders. It will start by focusing on the basic governance structures that lay beneath international 42

45 business transactions and will then trace the evolution of business forms, corporate governance and security regimes in various jurisdictions. The course will explore the intricacies of antitrust regulation and intellectual property. It will also attempt to introduce students into basic aspects of International Trade and Commercial Law, including WTO regulation, INCOTERMS, cross border dispute resolution and Maritime Law. 43

46 INTERNATIONAL NEGOTIATION CODE CREDITS 3 SIXTH PROFESSIONAL CLASS WORK 3 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 7 ELABORATION DATE APRIL 2004 UPDATE NOVEMBER 2008 This course examines the wide variety of approaches to the analysis of and practice of negotiation, and related issues in mediated negotiation. Students will learn the history of thinking about negotiation, frameworks for analyzing negotiation, and roles of specific actors, including: affect, culture, relationship, alternatives, time pressures, tactics third parties (mediators), constraints on flexibility, turning points, preparation and power. Students will each choose a case (or cases) of negotiation to analyze, utilizing frameworks and literature reviewed in the course, as well as additional literature. 44

47 POLITICS AND NEGOTIATION IN LATIN AMERICA CODE LAS ( ) CREDITS 3 SEVENTH ELABORATION DATE JANUARY 2004 UPDATE NOVEMBER 2008 PROFESSIONAL CLASS WORK 4 HOURS PER WEEK; SUPERVISED INDEPENDENT WORK 5 For Colombia, Latin America is a principal commercial associate. Venezuela for example is the second major importer of Colombian products after the United States. Nevertheless, the recent diplomatic and political crises in Venezuela have affected commerce in some way or another. This course aims to develop abilities in political analysis and negotiation that will be in turn reproduced in commercial interchange with the countries of the region, especially Venezuela. 45

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