The International Business Management programme equips students with the relevant perspectives and skills to work effectively across functions and cultures. It will reinforce their ability to both lead and follow in today’s constantly changing, high-pressure and volatile business world. The various courses will enable students to not only understand the strategic, commercial, financial and intercultural essential concepts but also to apply them to an international business consulting project. In this context, students will be required to make strategic business decisions as managers of a company. These decisions and their consequences will be analysed, debriefed and commented on in order to be the best possible manager.


  • ERA108 - Strategic Management (5 ECTS)

Introduction/objectives- Understand clearly the key concepts, frameworks and Tools of startegy
- Explore topical strategy issues including platform business models and network effects, ecosystems, open innovation and non-market strategy.
- Grasp ream-world processes and practices of strategic management including new way of doing open innovation
- Learn from case studies on world famous organisations such as Alibaba, Airbnb, Ikea, Apple,etc.
ContentPART 1: Strategic position
PART 2: Strategic choices
PART 3: Strategy in action
Methodology- The strategic Management classes will be organised on a weekly basis as follows: one week on site, one week remotely (via Microsoft Teams).
- Powerpoint slides available on the online platform and following the structure of the course which will have to be actively filled by the students while attending the classes.
- A lot of interaction with the students on site and remotely (via Microsoft teams) is required as many concrete examples are given to support the theoretical concepts, which will lead to discussions.
- Small Analysis oral and/or written exercises in groups and individually, oral and/or written tests throughout the whole module to enhance class participation. These exercises and tests will be evaluated on site and remotely (via Teams).
- Required Reading and Learning Materials - Strategic case studies from different companies and sectors.
- Several articles dealing with strategic management issues.
Learning Outcomes- Know and understand the principles of strategic management, including: how organisations use strategic management, what are the theories and processes.
- Apply strategic concepts for Business analysis
- Analyse strategic positions for organisations and be able to expose the analysis.
- Understand competitive strategic management
- Analyse Management errors, including: management biases, commitment errors and see how to improve strategic decision-making.
- Work in groups to analyse case studies, apply strategic concepts and present orally a Strategic case study.
SupportsBooks, articles, seminars, online modules


  • ERA107 - Sales and Negociation Techniques (5 ECTS)

Introduction/objectivesThis Sales & Negotiation Programme develops students into sales professionals, giving them the opportunity to differentiate and accelerate their career objectives and business results.
The course presents them with the sales process and the fundamentals of negotiation, from prospection to account management and purchase agreements.
Students learn to sell and negotiate effectively by engaging in role-plays and putting theory input and new skills into action. In mastering sales and influencing techniques, students learn to develop negotiation strategies and to understand, plan, and achieve their objectives in a variety of contexts.
Content-Introduction to B2B sales
-Prospection techniques and tools: prospection by telephone and by e-mail; the role of networking and personal branding
-Client psychology: establishing a client relationship and adjusting to your client
Clients motivations, culture and typology (use of a personality tool)
-Negotiation phase: face-to-face meeting, questioning techniques, negotiation and argumentation techniques; ‘problem-solving and benefits’ approach
-Client relationship management
-Contracts and purchase agreements
-Communication skills
Verbal and non-verbal communication, Active listening and empathy, Customer centric approach, Positive language
MethodologyExamples leading to theory, followed by role-play exercises; focus on the various steps of the B2B sales process and negotiation.
Blended learning (theory, exercises and evaluation), i.e. a mix of live and online courses.
Learning OutcomesThe students will be able to go through the B2B sales process using newly acquired tools and personal skills. They will learn the basics of (sales) negotiation.
Supports/materialsCourse notes, booklet, online resources, slides; regular course preparations (proof readings and/or videos, assignments). Use of Moodle and Teams platforms.
EvaluationOngoing assessment: 60% various assignments, (group) presentations, active participation in role plays (live or online), online tests.
Oral exam: 40%
Active participation plays a great role in the ongoing assessment of the students - and their performances. Students’ attendance to the live courses is mandatory.
August: 100% written exam and/or oral exam


  • ERA101 - Cross Cultural Business Management (5 ECTS)

Introduction/objectivesTo face today’s business communication challenges, the students need to experience how to cope with behavioural, managerial and cultural differences in order to create better business relationships. They need to understand the complexity of cross-cultural communication. Through a project of virtual exchange, they will learn how to operate in a multicultural environment and develop their own cross-cultural communication skills and strategies.
Learning OutcomesAt the end of the Module, the student must show be able to:
•    Analyse multicultural communication issues
•    Investigate such issues and propose solutions.
•    Develop his own communication skills to operate in appropriate multicultural business contexts.
•    Compare aspects of culture and show respect for the culture of the other.
•    Share one’s own cultural experience.
Teaching and Learning OutcomesThe methodology used for this course is the blended learning approach, combining face-to-face and remote online learning.  
The learning modules presented in class, are completed with a program of online application exercises:
Learning modules presented in class by the teacher in charge.
Online group work, discussions and realistic application exercises
Related assignments to be handed over in relation to the topics dealt with
Succession of online and offline class activities including an online project of virtual exchange with students from a foreign partner University. The program also includes +/- 10 hours of self-study activities.
Materials• Files and handout made available online on the virtual campus
• Videos, presentations and other multimedia online material made available on the virtual campus
• Information material collected during the visits, personal research, VE project and other field activities
• Most of the input information, together with the quizzes, assignments, forums, and other documents will be made available online on the virtual campus.
AssessmentThis course is assessed through continuous assessment. There is no final exam at the end of the Semester.


  • ERA109 - International Case Studies Analysis (5 ECTS)

Introduction/objectivesThe Case Studies Analysis course will help the student to analyse real Business case studies. Knowing how to analyse a case will help the student to address virtually any business problem. A case study helps students learn by immersing them in a real-world business scenario where they can act as problem-solvers and decision-makers. The cases present facts about a particular organization. Students are asked to analyse the case by focusing on the most important facts and using this information to determine the opportunities and problems facing that organization. Students are then asked to identify alternative courses of action to deal with the problems they identify.
ContentThe following 5 case studies from INSEAD Business School will be analysed (1 every 2 weeks):
Park24, Tesla, Fashion Forward Dubai, Marvel, Nintendo Switch, Amazon
Teaching and Learning MethodsThe course will be organised as such: one week on site, one week remotely (via Microsoft Teams).
- Case studies available on the online platform
- A lot of interaction with the students is required as many concrete examples are given to support the theoretical concepts, which will lead to discussions.
- Regular oral group presentations of the case studies
- Regular written analysis
Required Reading and Learning Materials
- Strategic case studies from different companies and sectors.
- Articles from Harvard Business review
Learning OutcomesBy the end of this module, the students must be able to:
- Work in groups to analyse case studies, apply strategic concepts and present orally several strategic case studies
- Show the ability to put the strategic concepts into practice.
- Be able to deliver an analysis in written and/or orally of all the cases.
Assessment40% group work (written and oral presentations), 60% individual work
SupportsInsead Business case studies
Harvard Business Review articles


  • ERA105 - Management of International Payments (5 ECTS)


To train students in the various techniques for securing, guaranteeing and financing international trade payment transactions.
- Identify the contexts and adequate solutions.
- To give a complete vision of international payment mechanisms.
- Evaluate and manage credit and foreign exchange risks.
- Financing receivables at short and long term.


- Credit risk assessment and management techniques (prevention, evaluation, hedging techniques, etc.)
- Choice of payment instruments and techniques: documentary credit, documentary remittance, transfer, commercial bills, etc.
- Operation of bank guarantees (payment guarantees, market guarantees, etc.)
- Foreign exchange concepts, evaluation of foreign exchange risk and management techniques (internal tools, banking products, insurance products)
- Financing CT and MT/LT receivables (forfaiting, buyer credit, etc.)

Teaching and Learning Methods

- Basic presentations
- Research
- Application of the course

Learning Outcomes

At the end of this unit, the student will demonstrate the ability to :
- Understand the mechanisms of payment, guarantee and financing of international trade operations
- Apply techniques for assessing and hedging the risks associated with payment and financing transactions
- Appreciate the payment and financing decisions made by an exporter or importer in the context of international trade transactions involving current or capital goods
- Recommend, through the formulation of an argument, the appropriate payment, risk management and financing techniques for a given company, in a well-defined international context.

Assessment20% continuous assessment (regular tests troughout the semester), 80% final evaluation (written exam)

- Book ' Exporting', J. Paveau and F. Duphil, Foucher and Ubifrance, 27th Edition, Paris, 2020
- Course notes, readings, exercises and case studies
- Moodle: documents, links and quizzes
- The MOODLE and TEAMS platforms can also be used for live courses and for the submission of assignments


  • ERA117 - International Business Consulting Project (5 ECTS)

Introduction/objectivesStrategy & International Business Management Simulation (Cesim global challenge)
Cesim Global Challenge improves the learners' understanding and capabilities of running global business operations of a firm in a dynamic, competitive environment.
Case scenario: Participants manage a global technology company through technological and market evolution. They operate in three global regions with different customer preferences, growth rates, currencies, taxes, and tariffs. Four different technology generations evolve during the simulation rounds.
Participant tasks: Learners plan and implement global demand-supply strategy for three markets and two production areas, including in-house and contract manufacturing network. Research and development for new technologies and product features forms the backbone for their long-term strategy and product life-cycle management. They will manage international taxation through transfer pricing and control liquidity and capital structure. Optionally, they can also manage corporate social responsibility and human resources for research and  development.
Key learning areasTechnology-based product road maps and global market and production strategies. A range of concepts from various management-related disciplines: economic, political, financial, human resources, accounting, procurement, production, logistics, research and innovation, and marketing.
Learning OutcomesBetter understanding of the complexity of global business operations in a dynamic competitive environment. Comprehension of each of the management-related disciplines and the financial implications of the strategic and operational decisions. Invaluable experiences in teamwork and problem solving.