Información detallada de curso

1. IDENTIFICACION DEL CURSO

Código y Nombre de la Asignatura: ADM 0061 - INTERNATIONAL STRATEGIC NEGOTIATION
División Académica: Escuela de Negocios Departamento Académico: Dpto. Mercadeo y Neg. Internac ADM 0059 Calificación mínima de 3.0 Número de créditos: Intensidad horaria (semanal para nivel pregrado y total para nivel postgrado): 3.000 Horas de Teoría 0.000 Horas de Laboratorio Niveles: Educación Superior Pregrado Tipos de Horario: Teoría The 21st Century is a time of International Exchange. Successful countries and businesses, in order to broaden their participation in the worldwide exportable supply, must possess great negotiation skills. For this reason, professionals must be aware of and analyze the external and internal differences and factors that must be taken into consideration so that these businesses are successful. The course content combines theoretical and practical aspects to know the basic criteria of how to do business in international markets. The course has four parts. In the first part there will be an introduction to the study of international business. In the second part, negotiation will be applied in the international arena, taking into account all of its stages up until contracting. The third part will be the analysis of the economic and political factors of countries and how the influence of these factors in the moment of decision-making. The final part of the course has an original characteristic because we will study the profiles of international negotiators as well as the behavior of Colombian negotiators. It is the study of the cultural factor which is key in international negotiations. A final project will be carried out of a simulation of sustainable business in the long term. The entire theoretic scheme is submitted to the practical by the way of case studies which will permit the student to carry out and analyze concrete situations. 3. JUSTIFICACIÓN The global economy of the 21st Century demands us to establish the basis upon which international business towards or from Colombia is successful. We must form professionals that know and manage all the basic contractual concepts and analyze the political, economic, cultural, legal, financial and marketing concepts of each negotiating country, to minimize errors and to develop tolerance and respect for that which is different. We should develop the country toward abroad and from abroad, receiving and making foreign investments, driving our national commerce and industry, becoming competitive. 4. OBJETIVO GENERAL Esta asignatura se orientará a: This course provides the student with the theoretical fundamentals of the international environment, in which international business takes place, taking into account the accelerated global development of society in the new millennium. In this way the student will be capable, with the strong base in the concepts and the situation of the businesses of today, to be able to confront the challenge of handling business with other cultures, which is one of the relevant points in international business. 5. RESULTADOS DE APRENDIZAJE Al finalizar la asignatura, los estudiantes deben estar en capacidad de: Dimension of the Competence Learning Result Knowledge (know what to know) International Contracting, knowledge of international marketing, finance and logistics, as a complement to successful negotiation Abilities (know what to do) Students should have developed abilities to identify future business plans, acquire knowledge in international business and develop bilingualism. Students should know how to manage a strategic and operative private or governmental commercial exchange with countries according to the requirements of international markets. Attitudes (know what to be) Students should have developed the following attitudes: international vision, discipline, permanent learning, research capabilities, and management of variable uncertainty, communication capacity in different places, business association and systemic capacity. 6. TEMAS Introduction to the Study of International Business. Globalization; Subtopic: Analysis of Colombian Factors Analysis of Colombian Factors for International Negotiatons. Globalization, Strategy, Structure and Operation of International Business, Finance and Logistics as partners in International Business. Production Strategies Reasons to do, Localization Economy, Experience Curve, Learning Effects, Scale Economy, leverage Skills Marketing Strategies Global Standardization, Local Sensibility, Transnational and International Mkting Strategies. Collaboration Strategies General and specific reasons, License and Franchises, Management Contract, Turnkey Operations, Consortia, Stock Exchange Alliances Organizational Control Strategies Factors to develop, International Division Structure, Functional Division Structure, Products Division Structure, Regional Division Structure Division, Structure Division Matrix, Network Business Structure. 7. BIBLIOGRAFIA Lombana, Jahir and others. Negocios Internacionales. Fundamentos y Estrategias. Ediciones Uninorte. 2013 Hill, C. (2007). Negocios Internacionales. Sexta Edición. Bogota: Mc Graw Hill. Peng, Mike. Negocios Globales. Segunda Edición. Cenage Learning. 2012, Daniels, J.(2004). Negocios Internacionales. Décima edición. México: Pearson Prentice Hall. Czinkota, M. R., Ilkka R., (2002) Marketing Internacional, Sexta edición. México: Prentice Hall. 2002. Economy, P. (1994). El Arte de la Negociación. Madrid: Mc Graw Hill. Tobón, J. (1999). El Método Harvard. Bogota: Universidad Pontificia Bolivariana. Hendon, D., Hendon, R. (2003). Cómo negociar en cualquier parte del mundo. Barcelona: Gestión 2000.l Ertel, D. (1996). Negociación 2000. Bogota: Mc Graw Hill Irl, D.(2005). The American Entrepreneur in Asia. L.A. : Global One Productions Ovejero, A. (2004). Técnicas de Negociación. Madrid: Mc Graw Hill. Beamish, P.W., Morrison, A.J., Rosenzweig, P., Inkpen, A.C. (2000). International Management. Boston: Mc Graw Hill. Rugman, A., Hodgetts, R. (2000) Negocios Internacionales. México: McGraw Hill Ogliastri, E. (1997). Introducción a la negociación Internacional. Monografías de administración 49. Bogota: Universidad de los Andes. Morrison, T., Conaway, W., Borden, G. (2006 ) . Kiss, Bow or Shake hands. Wisconsisn: Bob Adams, Inc. Hodgetts, R., Luthans, F. (2003). International Management. USA: Mc Graw Hill. Complementary www.euromonitor.com (Euromonitor)

Código y Nombre de la Asignatura: ADM 0061 - INTERNATIONAL STRATEGIC NEGOTIATION

División Académica: Escuela de Negocios
Departamento Académico: Dpto. Mercadeo y Neg. Internac
ADM 0059 Calificación mínima de 3.0
Número de créditos:
Intensidad horaria (semanal para nivel pregrado y total para nivel postgrado):
3.000 Horas de Teoría
0.000 Horas de Laboratorio
Niveles: Educación Superior Pregrado
Tipos de Horario: Teoría

The 21st Century is a time of International Exchange. Successful countries and businesses, in order to broaden their participation in the worldwide exportable supply, must possess great negotiation skills. For this reason, professionals must be aware of and analyze the external and internal differences and factors that must be taken into consideration so that these businesses are successful.

The course content combines theoretical and practical aspects to know the basic criteria of how to do business in international markets.

The course has four parts. In the first part there will be an introduction to the study of international business. In the second part, negotiation will be applied in the international arena, taking into account all of its stages up until contracting. The third part will be the analysis of the economic and political factors of countries and how the influence of these factors in the moment of decision-making.

The final part of the course has an original characteristic because we will study the profiles of international negotiators as well as the behavior of Colombian negotiators. It is the study of the cultural factor which is key in international negotiations. A final project will be carried out of a simulation of sustainable business in the long term.

The entire theoretic scheme is submitted to the practical by the way of case studies which will permit the student to carry out and analyze concrete situations.

3. JUSTIFICACIÓN
The global economy of the 21st Century demands us to establish the basis upon which international business towards or from Colombia is successful. We must form professionals that know and manage all the basic contractual concepts and analyze the political, economic, cultural, legal, financial and marketing concepts of each negotiating country, to minimize errors and to develop tolerance and respect for that which is different. We should develop the country toward abroad and from abroad, receiving and making foreign investments, driving our national commerce and industry, becoming competitive.

4. OBJETIVO GENERAL

Esta asignatura se orientará a:

This course provides the student with the theoretical fundamentals of the international environment, in which international business takes place, taking into account the accelerated global development of society in the new millennium. In this way the student will be capable, with the strong base in the concepts and the situation of the businesses of today, to be able to confront the challenge of handling business with other cultures, which is one of the relevant points in international business.

5. RESULTADOS DE APRENDIZAJE

Al finalizar la asignatura, los estudiantes deben estar en capacidad de:

Dimension of the Competence
Learning Result
Knowledge (know what to know)
International Contracting, knowledge of international marketing, finance and logistics, as a complement to successful negotiation

Abilities (know what to do)
Students should have developed abilities to identify future business plans, acquire knowledge in international business and develop bilingualism. Students should know how to manage a strategic and operative private or governmental commercial exchange with countries according to the requirements of international markets.

Attitudes (know what to be)
Students should have developed the following attitudes: international vision, discipline, permanent learning, research capabilities, and management of variable uncertainty, communication capacity in different places, business association and systemic capacity.

6. TEMAS

Introduction to the Study of International Business. Globalization; Subtopic: Analysis of Colombian Factors

Analysis of Colombian Factors for International Negotiatons. Globalization, Strategy, Structure and Operation of International Business, Finance and Logistics as partners in International Business.

Production Strategies

Reasons to do, Localization Economy, Experience Curve, Learning Effects, Scale Economy, leverage Skills

Marketing Strategies

Global Standardization, Local Sensibility, Transnational and International Mkting Strategies.

Collaboration Strategies

General and specific reasons, License and Franchises, Management Contract, Turnkey Operations, Consortia, Stock Exchange Alliances

Organizational Control Strategies

Factors to develop, International Division Structure, Functional Division Structure, Products Division Structure, Regional Division Structure Division, Structure Division Matrix, Network Business Structure.

7. BIBLIOGRAFIA

Lombana, Jahir and others. Negocios Internacionales. Fundamentos y Estrategias. Ediciones Uninorte. 2013

Hill, C. (2007). Negocios Internacionales. Sexta Edición. Bogota: Mc Graw Hill.

Peng, Mike. Negocios Globales. Segunda Edición. Cenage Learning. 2012,

Daniels, J.(2004). Negocios Internacionales. Décima edición. México: Pearson Prentice Hall.

Czinkota, M. R., Ilkka R., (2002) Marketing Internacional, Sexta edición. México: Prentice Hall. 2002.

Economy, P. (1994). El Arte de la Negociación. Madrid: Mc Graw Hill.

Tobón, J. (1999). El Método Harvard. Bogota: Universidad Pontificia Bolivariana.

Hendon, D., Hendon, R. (2003). Cómo negociar en cualquier parte del mundo. Barcelona: Gestión 2000.l

Ertel, D. (1996). Negociación 2000. Bogota: Mc Graw Hill

Irl, D.(2005). The American Entrepreneur in Asia. L.A. : Global One Productions

Ovejero, A. (2004). Técnicas de Negociación. Madrid: Mc Graw Hill.

Beamish, P.W., Morrison, A.J., Rosenzweig, P., Inkpen, A.C. (2000). International Management. Boston: Mc Graw Hill.

Rugman, A., Hodgetts, R. (2000) Negocios Internacionales. México: McGraw Hill

Ogliastri, E. (1997). Introducción a la negociación Internacional. Monografías de administración 49. Bogota: Universidad de los Andes.

Morrison, T., Conaway, W., Borden, G. (2006 ) . Kiss, Bow or Shake hands. Wisconsisn: Bob Adams, Inc.

Hodgetts, R., Luthans, F. (2003). International Management. USA: Mc Graw Hill.

Complementary
www.euromonitor.com (Euromonitor)

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Información detallada de curso

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Información detallada de curso		Primer semestre 2017 Abr 26, 2024