Curso Superior International Business & Management

We live in a world of intensifying global relationships, one in which international business has become the key determinant of economic development and prosperity. This course is designed to give students a fundamental understanding of the environment in which international business operates and of the business practices required to compete successfully in global markets.
This course prepares students for the international marketplace and illustrates how successful managers must function in a competitive world. Packed with current examples that reflect the vibrancy of the international business field, the course offers a managerial approach that keeps an emphasis on skills development, emerging markets and geographical literacy.
This course relies heavily on the practical implementation of specific international management concepts. Realistic problems, together with comprehensive case studies form an integral part of the course.

I-. Introduction to International Trade
Course Description
International trade is a necessity for companies in today's globalized world. The language of trade is English, and often unknown or misunderstood words and expressions can lead to confusion in business operations and undermine hours of hard work and effort. Day-to-day business should not be hindered or soured by a poor grasp of English, hence the creation of this unique programme which explains the essentials of international trade.

Some 400 million people around the world use English as their mother tongue. This figure is eclipsed, however, by the 1.75 billion people who speak it as a second language for business or use it to communicate with others who do not share a first language.

This programme is unique. It is a specific response to the current demand from business people in Madrid and Spain.

The course is modern and therefore very participative. Students are expected to speak in English a lot in class as they learn and discuss the concepts and receive the study materials.

• Who will benefit from this programme?
• Directors of companies' international operations
• Managers of companies' international operations
• Trading company staff
• Logistics professionals
• Banking and international finance professionals
• Any professional whose work involves communication in English and has dealings with foreign trading partners

Programme:
1-. Introduction – key questions and overview
2-. Finance and Collection Risk Management
3-. Contracts and Legal Aspects
4-. INCOTERMS
5-. Customs, Tax Management and Documentation
6-. Logistics
7-. Marketing
8-. Summary and Conclusions

2-. International Business & Management

Course Description:
We live in a world of intensifying global relationships, one in which international business has become the key determinant of economic development and prosperity. This course is designed to give students a fundamental understanding of the environment in which international business operates and of the business practices required to compete successfully in global markets.

This course prepares students for the international marketplace and illustrates how successful managers must function in a competitive world. Packed with current examples that reflect the vibrancy of the international business field, this course offers a managerial approach that keeps an emphasis on skills development, emerging markets and geographical literacy.

This course relies heavily on the practical implementation of specific international management concepts. Realistic problems, together with comprehensive case studies form an integral part of the course.

Course Outcome:
By the end of this course students should be able to:

• Apply theories, tools, and insights found in the field of international management to common real world scenarios.
• Demonstrate or understanding of the similarities (without which no international business could take place) and differences among the peoples of the world and how they affect business management.
• Discuss how various legal, political, economic, and cultural systems affect business attitudes and behavior.
• Discuss the managerial issues related to strategic planning, human resource management, financial management, motivation, and leadership which arise describe how the practice of management in other parts of the world.
• Show understanding of the implications of unfolding world events for the practice of international management in an international context.

Programme:
1-. An Overview of the International Environment
2-. The International Capital & Financial Environment
3-. The International Business Management
4-. International Human Resources Management

3-. International Marketing

Course Description:
Making a company competitive in the international market requires a thorough understanding of the mechanisms related to creating and implementing appropriate marketing plans and strategies. This course will concentrate on the problems associated with conducting business in a foreign market; beginning with start-up operations, continuing with new market entry considerations, and concluding with the international issues confronting giant global marketers.

How should a company, large or small, approach an export market? How significant are the cultural differences and how will these differences affect the selection of a marketing strategy? What is the influence of physical, competitive, economic, political and legal foreign environments and how should one study them? Finally, this course covers the integration of the societal dimensions of diversity, environmental concerns, ethics, and economic transformation.

As an advanced level marketing course, this course builds on principles of marketing that will be studied throughout the entire program.

Course Outcome:
To be able to: -develop a marketing plan; -correctly analyze, plan, implement and control the elements of the marketing mix and extended service marketing mix; -launch a new product or service in a specific foreign market; -correctly use the different marketing tools studied in a corporate and entrepreneurial environment.

Programme:
Part A: International Marketing: An Introduction
I. General Review of Principles of Marketing
II. An introduction to multinational marketing: underlying forces and concepts

Part B: The Environment of International Markets
III. The economic environment, social and cultural elements of the environment
IV. Regional market characteristics: legal dimension
V. The financial framework

Part C: Assessing International Market Opportunities
VI. Marketing information systems
VII. Information analysis

Part D: Developing International Marketing Strategies
VIII. Strategy alternatives for entry and expansion
IX. Product decision
X. International pricing decision
XI. Channel decision
XII. Communication decision
XIII. Global Marketing – The Digital Revolution

Part E: Managing our Way to a Better Future for All
XIV. Exporting and importing
XV. Planning, organizing and controlling the multinational program
XVI. Strategic Elements of Competitive Advantage

Part F: Supplementary Material – Cases

4-. International Finance

Course Description:
This course will introduce the role, terminology and importance of business and trade finance as well as an introduction to global financial markets. Essentially it will cover three specific areas that would be of interest to individuals, SMEs and large companies alike.

1) Discuss business financial analysis through an understanding of financial statements.
2) Explore the world of trade finance and specific instruments that are used in international trade such as opening and negotiation of letters of credit and sight draft documents that facilitate trade with overseas companies.
3) Take a current and a realistic view of the global financial markets taking into account the equity market, corporate and government debt market and the markets for foreign exchange and commodities.

Objectives:
Upon successful completion of this course, students will understand and be able to:

• Have an overall understanding of the key concepts in international finance.
• Introduce students to the global financial realities affecting international markets in various asset classes such as debt and equity instruments.
• Learn how global integration of financial markets impact the various elements of foreign exchange, interest rates, stock markets and other financial markets.
• Analyze country financial markets and its implication for global business.
• Understand different sides of globalization and how it influences international financial markets today including its contagion effect in creating the financial crisis.

And most importantly to become more enlightened about finance with respects to too big to fail and how banking industry lobby works to protect its interest and the tradeoff that a society has to pay in return. Most importantly it will explore questions such as can the financial crisis happen again?

Course Outcome:
To be able to understand the key concepts and international complexities of the international finance world.

Programme:
1-. Financial tools used in making business decisions
2-. International Trade & Finance
3.- International Financial Markets

5-. Foreign Trade Advanced Negotiations Techniques

Course Description:
This course is designed to provide the necessary know how to conduct effective negotiations across cultures. It presents both basic and advanced negotiations tools and strategies necessary to resolve conflicts effectively and to reach high value, durable agreements.

Participants learn how to develop fruitful relationships with international counterparts, and to become aware of the most relevant underlying cultural traits that can obstruct mutual understanding and deteriorate negotiations results.

The course places a special emphasis in understanding, adapting to, and counteracting negotiation strategies typically used by Anglo Saxons (Australia, Canada, UK, USA, etc…) and Asians (China, Japan and India).

The course includes the active participation in simulated negotiations cases specifically designed to reinforce the theory learned during each daily session. Each role-play exercise is followed-up with a group debriefing session where experiences are shared between students and negotiation strategies are analyzed.

Acquired Skills

• Avoid biases and cultural pitfalls that disrupt business relationships and negotiations
• Build high value, durable agreements with international counterparts
• Build trust in international business relationships
• Create a cooperative team building atmosphere
• Question effectively to unblock stagnant negotiations
• Build a systematic approach to negotiating – preparation, relationship building and negotiation dynamics
• Re-direct negotiations towards interests and away from positions

Program

1-. Introduction
2-. Cultural Traits to Consider in an International Negotiation
3-. Interest Based Negotiations
4-. Advanced Negotiations
5-. Anglo Saxon and Asian (China, India, Japan)
6-. Negotiation Strategies
7-. Summary and Conclusions
8-. Case Studies

Who will be benefit from this Programme?

• International and domestic Import-Export and International Directors, Managers, as well as Marketing and Operations Directors
• International Business Directors and Area Managers
• International Sales Department personnel
• Any person that might be interested in pursuing an international career looking for a good level of understanding on how to do business in other countries and markets.

Upon completion of this course, students will be able to:

• Understand the nature of international business and the environment an international business person works in.
• Discuss the worldwide aspects of each business function.
• Examine important international organizations and the international monetary system.
• Explain the uncontrollable forces that make up the foreign environments and illustrate their effect on business practices.
• Appreciate Export/Import, Marketing, Operations, Human Resource & Strategic Planning applied in the International Business Environment.
• Describe the trends and new directions of worldwide companies.