Subject name |
International Business and Marketing |
Study |
Master in Business Administration |
ECTS |
3 |
Four-month Period |
First module |
Type of subject | Compulsory |
The administration of international business – as well as its effects – is inextricably integrated into modern human life. During times of economic crisis and the reduction of internal demand for goods and services, the possibility of carrying out cross-border operations emerges as a genuine opportunity.
However, to keep these opportunities from becoming frustrations, it is essential that those interested in starting, consolidating, or diversifying their international business activities understand a variety of elements such as, for example, the norms of international trade, the most important organizational structures in use today, the corporate communication styles and corporate culture of different countries, and even the subtleties of cultural perceptions of time and non-verbal communication.
Equally relevant are the elements that should be present in business meetings, from preliminary agreements, to tactics at the negotiating table, and on to interactions after negotiations. As this course will demonstrate, the strategies of international negotiation should vary by country.
Finally, the course touches on the relevant topic of the so-called “dark side” of international business: economic concentration, global externalities, global risks, market imperialism, migration, global oppression, discrimination, and conflict. First, the course will identify the main risks that exist for international businesses and then will proceed to the deconstruction of conventional examples to their basic elements.
General Competences
Specífic Competences
Transversal Competences
Unit 1. International Businesses: participants, legal overview, and opportunities for indiviual entrepreneurs and small businesses
Introduction
Overview of international business
Participants, structure, and legal overview of international trade
International legal regimes and conditions of access to select country/countries
Modes of internationalization
International opportunities for individual entrepreneurs and small businesses
The necessary capabilities for conducting international operations
International marketing channels for small businesses
Bibliographical references
Master class
Unit 2. International Businesses: the global corporation
Introduction
Trends in global trade
Overview of global production, outsourcing, and logistics
International business and legal entities
Multinational corporations (MNCs)
International partnerships, strategic alliances, and joint ventures
Applicable legal norms for international business
The importance of free trade agreements, the World Trade Organization, and other relevant international organizations
Bibliographical references
Master class
Unit 3. Business meetings: corporate culture and cross-cultural communication
Introduction
The risks of failing to appreciate local culture when running a global business
Cross-cultural communication and managing international employees and contractors
The perception of time across cultures
International negotiations and the influence of culture in decision-making
The importance of preliminary agreements before business meetings
Communication in business meetings: language and non-verbal cues
Corporate culture: communication and contact after negotiations and the celebration of agreements (with a focus on East Asian customs)
Bibliographical references
Master class
Unit 4. Strategies of international negotiation for selected countries
Introduction
Brazil
China
Japan
Germany
The United States
The United Kingdom
Bibliographical references
Master class
Unit 5. Globalization and the impact of international business on developing countries
Introduction
The extent and limits of globalization
Global externalities and global risks
Why –and how–governments encourage foreign investment
The private sector, FDI, and economic development
Social activism and corporate engagement with civil society
Competition and collaboration with local firms
Technology transfer
Bibliographical references
Master class
Unit 6. International Business: the dark side
Introduction
Economic concentration
Corruption
Labor exploitation and the negative impact of globalization
Business implications of economic inequality
Discrimination
Preparing for political risk
Ethical issues confronting the international business community
Bibliographical references
Master class
The different tasks and activities programmed during the semester have been developed with the goal of adapting the learning process to the different capabilities, necessities and interests of the students.
The activities included in the subject are:
In the weekly program you can find the specific tasks you need to complete in this subject.
These activities are combined with the following aspects:
The hours dedicated to each activity are detailed as follows:
Assignments |
Hours |
Assistance to virtual classes | 4,5 |
Basic material study | 9,0 |
Additional resources readings | 9,0 |
Task and practice cases | 18,0 |
Self-evaluation test | 18,0 |
Individual and group tutoring | 18,0 |
Collaborative work, forums, debates, etc. | 13,5 |
Master's Dissertation work development | - |
Final evaluation | - |
Total |
90 |
Basic bibliography
The necessary texts for the study of this subject have been elaborated by UNIR and are available in a digital format to consult, download or print inthe virtual classroom.
Additional bibliography
Anson, B. (2013). How to Negotiate with a Brazilian. The Brazil Business.
Büthe, T. & Milner, H. (2008). The Politics of Foreign Direct Investment into Developing Countries: Increasing FDI through International Trade Agreements? American Journal of Political Science, 52 (4).
Chang, L. (2009). A Study of Brazil Business Negotiation Strategy. The Journal of Human Resource and Adult Learning, 5 (1).
Coy, P., Campbell, M. & Kennedy, S. (2014). From Davos, a View on the State of Globalization. Businessweek.
Fukuyama, F. (1999). The End of History. The National Interest.
Gervais, R. (2011). The Difference Between American and British Humour. Time.
Ghemawat, P. (2009). Why the World Isn’t Flat. Foreign Policy.
Görg, H. & Greenaway, D. (2003). Much Ado About Nothing? Do Domestic Firms Really Benefit from Foreign Direct Investment? Institute for the Study of Labor (IZA).
Graham, J., & Lam, M. (2003). The Chinese Negotiation. Harvard Business Review.
Hirst, P. & Thompson, G. (2003). The Limits to Economic Globalization. In The Global Transformations Reader. Polity Publishers, 2nd Edition.
Jain, A. (2011). Nation-States and the Multinational Corporation: A Political Economy of Foreign Direct Investment. Enterprise & Society.
Kavalchuk, A. (2012). Cross-Cultural Management: How to Do Business with Germans -A Guide. Deutsche Gesellschaft für Internationale Zusammenarbeit.
Lebow, E. (2007). Cross-Cultural Reflections on Negotiating with Japanese Businessmen. Haynes Boone, LLP.
Liang, F. (2008). Does Foreign Direct Investment Improve the Productivity of Domestic Firms? Haas School of Business.
Maddison, A. (1987). Growth and Slowdown in Advanced Capitalist Economies: Techniques of Quantitative Assessment. Journal of Economic Literature.
Mäkinen, J. & Kourula, A. (2014). Globalization, National Politics and Corporate Social Responsibility. In Limits to Globalization: National Borders Still Matter. Copenhagen Business School Press.
McDonald, J. (2001). An American's View of the U.S. Negotiating Style. American Diplomacy Publishers.
Monroe-Sheridan, R. (2014). Five Major Myths about Negotiating with Japanese. Tokyo Nexus.
Niedel, B. (2010). Negotiations, Chinese Style. China Business Review.
Oliviero, M. & Simmons, A. (2002). Who’s Minding the Store? Global Civil Society and Corporate Responsibility. Global Civil Society.
Ötker-Robe, I. (2014). Global Risks and Collective Action Failures: What Can the International Community Do? Monetary and Capital Markets Department of the International Monetary Fund.
Pegg, S. (2007). What are you laughing at? The Guardian.
Te Velde, W. (2001). Policies Towards Foreign Direct Investment in Developing Countries: Emerging Best-Practices and Outstanding Issues. Overseas Development Institute.
USIP (2002). Special Report: U.S. Negotiating Behavior. United States Institute of Peace.
Wahab, S., Rose, R. & Osman, S. (2012). Exploring the Technology Transfer Mechanisms by the Multinational Corporations: A Literature Review. Asian Social Science. Canadian Center of Science and Education.
WEF (2015). Global Risks. World Economic Forum.
Zhang, D., & Kuroda, K. (1989). Beware of Japanese Negotiation Style: How to Negotiate with Japanese Companies. Northwestern Journal of International Law & Business.
Zimmerman, J., Sofka, W. & Hervas, F. (2013). Attracting Foreign Direct Investment without Weakening Domestic Firms. European Commission.
The evaluation system is based on the following numerical chart:
0 - 4.9 |
Suspenso (D) |
(SS) |
5.0 - 6.9 |
Aprobado (C) |
(AP) |
7.0 - 8.9 |
Notable (B) |
(NT) |
9.0 - 10 |
Sobresaliente (A) |
(SB) |
The grade is made up of two components:
On-site final exam (60%). At the end of the semester, you need to assist a mandatory on-site final exam. You need to pass the final exam so the grade obtained from the assignments (continuous assessment) is summed up to the final grade of the subject.
Continuous assessment (40%): this type of assessment will be measured through the different assignments you need to complete during the course:
Remember that you can check the points (value) of each assignment in the weekly program.
Assessment method |
Min. Score |
Max. Score |
Participation in forums, classes, etc. |
0% |
10% |
Task, practice cases and activities |
0% |
20% |
Additional readings |
0% |
10% |
On-site final exam |
0% |
60% |
Trinidad Cortés Puya, PhD
Education
She holds an Executive-MBA from IESE, a Masters in Cultural Management and Doctorate in Geography from the Universidad Complutense of Madrid. She also has graduated from the International Faculty Program from IESE 2014. Since 2002, she has been involved in Marketing Higher Education.
Professional Experience
She has taught in a variety of institutions (Escola Superior de Educação de Coimbra- Portugal; Karlshochschule International University - Germany; UNIBE- Dominican Republic; Anahuac Puebla- Mexico; Universidad Complutense de Madrid, Universidad de Castilla- La Mancha, Universidad Politécnica de Madrid in Spain). In addition, she has also researched under an international scope (Universidad de Guadalajara - Mexico, Universidad Anahuac DF - Mexico, Universidad Complutense, Universidad Nebrija - Spain).
She currently serves as a Lecturer for Marketing and International Business at UNIR. She also is an active consultant in strategy linked to tourism development. Her research interests are connected to Marketing and Social Media for Hospitality.
Lines of Research
Her research activity is focused on Sustainable Tourism and Entrepreneurship, especially in the international area.
Studying online means you can organize your study as you wish, as long as you meet the due dates of the different assignments (activities, tasks and tests). In order to help you, we propose the following steps:
Remember that in the virtual classroom of the master you can check how the different tools of the virtual classroom work: email, forum, online classes, sending the tasks, etc.
Please, take into account the following tips…
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