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COURSE CATALOGUE

Exchange students / Spring 2015 First Year of Master in Management:

English Track

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Summary :

Modules .................................................................................................................................. 3

MiM1 – English Core Courses S2 - International Negotiation ..................................................................... 4

MiM1 – English Core Courses S2 - Management .......................................................................................... 5

MiM1 – English Core Courses S2 - Marketing Strategy & Plan.................................................................. 6

MiM1 – English Core Courses S2 - Performance measurement .................................................................. 7

Français et Culture - French - Elementary .................................................................................................... 8

Français et Culture - French - Intermediate .................................................................................................. 9

Français et Culture - French - Advanced 1 .................................................................................................. 10

Français et Culture - French culture and society ........................................................................................ 11

Français et Culture - Culture & Société ....................................................................................................... 12

In addition, you are able to choose 5 excellence modules taught in weekly seminars (only 1 per week). Please refer

to the catalogue.

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Modules

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MiM1 – English Core Courses S2 - International Negotiation

Time volume (in hour): 16 Total student workload: 60 ECTS: 4 Semester: Spring

Module's Manager: PICCARDI Patrice

Pre-requisites: None

Description: Negotiation skills are essential to conclude business. The businessman/woman must be able to listen, communicate, influence and convince in his/her professional environment. This course presents the basic techniques of negotiation used in the international business world.

• Distributive negotiation • Integrative negotiation • Preparing a negotiation • Arguments & objections • Negotiation by agent • Team negotiation • Multicultural negotiation

Learning objectives: The aim of the course is to provide participants the skills needed for effective negotiations and to be sensitive to and manage multicultural issues in international projects.

Methodology: PBL Readings, lectures, exercises, negotiation by role plays, journal.

Teaching tools: Manual. Cases. Periodical. Fascicule

Pedagogical methods: Case studies. Researches. Oral presentations. Debates. Games

Assessments:

Continuous collective assessment - Collective dossier 70%

Continuous individual assessment - Oral participation 30%

Skills:

MGE GK 02 - To be acquainted with the fundamentals of marketing and sales

MGE GK 02.04 - To be acquainted with the rudiments of negotiation / sales

References:

"The New Negotiating Edge: The Behavioral Approach for Results and Relationships", Gavin Kennedy, Nicholas Brealey Publishing, ISBN: 1857882059 "The Global Negotiator: Making, Managing, and Mending Deals Around the World in the Twenty-First Century", J.W.SALACUSE, Palgrave MacMillan, ISBN: 0312293399

GESTELAND Richard R. (2005), Cross-cultural business behavior : negotiating, selling, sourcing and managing across cultures, Copenhagen Business School Press,, 111.73 GES

GESTELAND Richard R. (2005), Cross-cultural business behavior : negotiating, selling, sourcing and managing across cultures [E book], Copenhagen Business School Press,, XXXXX

THOMPSON Leigh L. (2005), The mind and the heart of the negotiator, Prentice Hall,, 222.45 THO

SHELL Richard G. (2000), Bargaining for advantage : negotiation strategies for reasonable people, Penguin Books, 222.45 SHE

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MiM1 – English Core Courses S2 - Management

Time volume (in hour): 16 Total student workload: 60 ECTS: 4 Semester: Spring

Module's Manager: SUTAN Angela

Pre-requisites: None

Description: The different themes: - communication - perception - personality - motivation - groups and teams Students should be able to apply key organisational behaviour theory and concepts to practice. Developing and understanding of individual level and group level theory and concepts. - Leadership - stress - decision making - power, politics and conflicts - culture and diversity

Learning objectives: Skills: GK41 To be acquainted with, to understand and to be capable of explaining the behaviour of individuals and groups within organisations GK51 To understand the importance of decision-making tools in management and to know how to use them when managing a project GS1 To know how to analyse and solve a problem and to know how to structure one’s thinking

Methodology:

Teaching tools:

Pedagogical methods:

Assessments:

Continuous collective assessment - Big lecture hall 20%

Continuous individual assessment - Big lecture hall 30%

Final individual assessment - Big lecture hall 50%

Skills:

MGE GK 04 - To be acquainted with the fundamentals of the management of organisations and strategy

MGE GK 04.01 - To be acquainted with, to understand and to be capable of explaining the behaviour of individuals and groups within organisations

MGE GK 05 - To be acquainted with decision-making tools and a firm’s information systems

MGE GS 01 - To know how to analyse and solve a problem and to know how to structure one’s thinking

References:

ROBBINS Stephen P. (2000), Essentials of organizational behaviour, Prentice Hall, 164.22 ROB

VECCHIO Robert P. (4th ed.), Organizational behaviour: core concepts, The Dryden Press, 164.22 VEC

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MiM1 – English Core Courses S2 - Marketing Strategy & Plan

Time volume (in hour): 16 Total student workload: 60 ECTS: 4 Semester: Spring

Module's Manager: DUNCAN Allen Scott

Pre-requisites: A good command of the English language. Basic acquaintance with marketing (marketing idea, marketing instruments, market research, consumer behavior)

Description: During the course, a general blueprint for a strategic marketing plan will be developed, various indispensable planning tools (frameworks, theories, instruments) will be proposed, adding up to a toolkit adaptable to various situations.

The Management Cycle, Stakeholder Theory, Company Mission and Vision; Strategic Business units, Abell’s Defining the Business, Ansoff’s growth matrix; Competitive analysis (Porter; individual competitors, strategic groups, market level), Portfolio analysis (BCG) with underlying cost theory, SWOT analysis; Types of markets (ideal/real; perfect, mass, individual) and customer orientation; mass marketing, market segmentation, Customer Relationship Management; positioning, balanced scorecard; synopsis of the strategic plan

Learning objectives: Being able to reproduce a general blueprint for a strategic marketing plan and to adapt it to different business situations.

Methodology:

Teaching tools: E-learning. Cases. Others. Course support

Pedagogical methods: Seminars. Workshops for identifying problems and opportunities. Critical analysis. Case studies. Researches. Discussion groups. Internet

Assessments:

Continuous individual assessment 30%

Continuous collective assessment - Collective dossier 70%

Skills:

MGE GK 02 - To be acquainted with the fundamentals of marketing and sales

MGE GK 02.03 - To understand and to make the connection between the marketing strategy and the commercial plan of action

References:

KOTLER Philip (2009), Marketing management / 13e éd. 2009, Pearson Education, XXXXX

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MiM1 – English Core Courses S2 - Performance measurement

Time volume (in hour): 16 Total student workload: 60 ECTS: 4 Semester: Spring

Module's Manager: ASHTA Arvind

Pre-requisites: Financial Accounting, Managerial Accounting, Budgeting and budgetary control systems

Description: Responsibility centers and transfer prices, ABC/ABM, "tableaux de bord" and balanced scorecard, social performance

Learning objectives: Introduction to management control systems and performance issues. Organisational structure and decentralisation. Management control and performance measurement. Choice about responsibility centers. Responsibility and controllability. Transfer pricing. Market-based transfer prices. Cost-based transfer prices. Activity-based costing and activity-based management. Using ABC systems for performance management. "Tableaux de bord" and balanced scorecard. Similarities and differences between "tableaux de bord" and balanced scorecard.

Methodology:

Teaching tools: Manual. Course support

Pedagogical methods: Case studies. Researches. Discussion groups. Oral presentations

Assessments:

Continuous collective assessment - Collective dossier 50%

Final individual assessment - Written exam 50%

Remedial classes - Big lecture hall 100%

Skills:

References:

BHIMANI Alnoor (2007), Management and cost accounting / 4th ed. 2007, Prentice Hall, XXXXX

DRURY Colin (2008), Management and cost accounting / Ed. 2008, South-Western, XXXXX

KAPLAN Robert S. (1997), The balanced scorecard : translating strategy into action, Harvard Business School Press, 113.18 KAP

COOPER Robin (1998), The design of cost management systems: text and cases, Prentice Hall, 133.57 COO

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Français et Culture - French - Elementary

Time volume (in hour): 44 Total student workload: 90 ECTS: 5 Semester: Spring

Module's Manager: CASEAU Cornelia

Pre-requisites: no

Description: Surviving with basic French

Learning objectives: PGE GK06 to be able to communicate in foreign languages. The general objective at this level is to develop communication skills which will enable the student to cope with the simple situations he/she may encounter.

Methodology: The themes are illustrated by examples from French and international social, political and economic life. Media used: press, radio, video The acquisition of this know-how is carried out according to the capacity and needs of the students.

Teaching tools: CD - Support Audio. E-learning. DVD - Video support. Course support. Compact audio cassette

Pedagogical methods: Oral presentations. Debates. Internet

Assessments:

Continuous individual assessment 50%

Final individual assessment - Written exam 50%

Skills:

References:

Alter Ego A1, Annie Berthet, Catherine Hugot, V. Kizirian, Béatrix Sampsonis, Monique Waendendries, Hachette,2006

DELATOUR Y. (1991), Grammaire du français : cours de civilisation française de la Sorbonne, Hachette F.L.E., XXXXX

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Français et Culture - French - Intermediate

Time volume (in hour): 44 Total student workload: 90 ECTS: 5 Semester: Spring

Module's Manager: CASEAU Cornelia

Pre-requisites: To have a good level of elementary French. (The level is determined by a test.)

Description: Survival French for real life situations. Discussions with the French

Learning objectives: PGE GK06 to be able to communicate in foreign languages

Methodology: Reading little texts, role plays, debates. Oral comprehension exercises.

Teaching tools: CD - Support Audio. E-learning. DVD - Video support. Course support. Compact audio cassette

Pedagogical methods: Oral presentations. Debates. Internet

Assessments:

Continuous individual assessment 50%

Final individual assessment - Written exam 50%

Skills:

References:

Le français par les textes 2, niveau intermédiaire, M. Barthe, B. Chovelon. Pug, 2003 Activités pour le CECR, niveau B1, M-L Parizet, E. Grandet, M. Corsain, 2006 Grammaire expliquée du français, niveau intermédiaire, S. Poisson, R. Miran, M. Mahéo-Le Coadic, 2003 Communication progressive du français, niveau intermédiaire, C. Leroy-Miquel, A. Goliot-Lété, 2004 Vite et bien 2, Claire Miquel, 2010 Vocabulaire progressif du français, niveau intermédiaire, CLE international, Claire Leroy - Miquel & Anna Galiot - Lété, 2001 Echo 2, CLE international, J. Girardet & J. Pécheur, 2008 Phonétique progressive du français, CLE international, Lucile Charliac & Annie - Claude Motron, 2001 Les 500 exercices de grammaire, Hachette, Marie - Pierre Caquineau - Gündüz, Yvonne Delatour, Jean - Pierre Girodon, Dominique Jennepin, Françoise Lesage - Langot & Pascal Salomé, 2007 Compréhension orale, niveau 1, CLÉ international, Michèle Barféty et Patricia Beaujouin, 2004 Compréhension orale, niveau 2, idem..., 2005 Grammaire progressive du français, niveau intermédiaire, CLE international, Maïa Grégoire & Odile Thiévenaz, 1995

STEELE Ross (2004), Civilisation progressive du français avec 400 activités : niveau intermédiaire, Nathan / CLE international, 903 STE

DELATOUR Y. (1991), Grammaire du français : cours de civilisation française de la Sorbonne, Hachette FLE (Français Langue Etrangère), 907 DEL

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Français et Culture - French - Advanced

Time volume (in hour): 44 Total student workload: 90 ECTS: 5 Semester: Autumn

Module's Manager: CASEAU Cornelia

Pre-requisites: Bon niveau de français intermédiaire déterminé par un test.

Description: Découverte du français de la vie professionnelle. Approfondissement de la connaissance du comportement, de la culture et de la civilisation du pays.

Calendrier

Learning objectives: Pouvoir évoluer dans un environnement professionnel

Methodology: Ce cours se caractérise par l'interactivité et la mise en situation. Utilisation d'articles de journaux, jeux de rôles, débats.

Teaching tools:

Pedagogical methods:

Assessments:

Continuous individual assessment 50%

Final individual assessment - Written exam 50%

Skills:

References:

Affaires à suivre, Anatole Bloomfield, Béatrice Tauzin, Hachette, 2001

Vocabulaire progressif du français des affaires, J-L Penfornis,Cle International, 2013 Grammaire progressive du français, Intermédiaire, Maïa Grégoire, Odile Thiévenaz, Elisabeth Franco et Alina Koskocki,Cle International, 2003 Compréhension Orale, Niveau 2, Michel Bartefy, Patricia Beaujouin, Cle International, 2005 Compréhension Orale, Niveau 3, Michel Bartefy, Cle International, 2007

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Français et Culture - French culture and society

Time volume (in hour): 16 Total student workload: 60 ECTS: 3 Semester: Autumn

Module's Manager: CHAPUIS Claude

Pre-requisites: None

Description: A panorama of today's French culture and society: The family, work and employment, entertainment, religion, education, the institutions...

see calendar

Learning objectives: At the end of this module, students will be able to understand the way the French society works, the values and beliefs held by the French, some of the people's idiosyncrasies and cultural differences between their native country and France.

Methodology: Preparatory work: reading assignment Lecture and discussion

Teaching tools: CD - Support Audio. DVD - Video support. Course support

Pedagogical methods: Critical analysis. Discussion groups. Oral presentations. Debates

Assessments:

Continuous individual assessment 50%

Final individual assessment - Written exam 50%

Skills:

References:

Bernstein (Richard). Fragile Glory. Plume. 1990 Nadeau (Jean-Benoît) & Barlow (Julie) Pas si fous ces FrançaisBernstein. Seuil. 2005 Peyrefitte (Alain) The French Evil Platt (Polly) French or Foe? Culture crossings Ltd. London 1994 Zeldin (Theodore) The French

ARDAGH John (1990), France today, Penguin Books, 903 ARD

STEELE Ross (2006), The french way : the keys to the behavior, attitudes and customs of the French, McGraw-Hill, 903 STE

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Français et Culture - Culture & Société

Time volume (in hour): 16 Total student workload: 60 ECTS: 3 Semester: Spring

Module's Manager: CHAPUIS Claude

Pre-requisites: Aucun

Description: Vie sociale et politique, sociologie de la France. Vie intellectuelle, artistique et spirituelle

voir calendrier

Learning objectives: PGE GS11 Savoir évoluer dans un environnement multiculturel A la fin du module, les étudiants devront être capables de mieux comprendre comment la société française fonctionne, quelles sont les valeurs et les croyances des Français, les caractéristiques qui les distinguent des personnes d'autres pays et quelles sont les différences culturelles entre leur pays et la France

Methodology: Lectures personnelles Cours du professeur et discussion en classe

Teaching tools: DVD - Video support. Others. Museum, Show. Course support

Pedagogical methods: Seminars

Assessments:

Continuous individual assessment 50%

Final individual assessment - Written exam 50%

Skills:

References:

MERMET Gérard (2004), Francoscopie 2005 : pour comprendre les Français : faits - analyses - tendances - comparaisons - 10 000 chiffres, Larousse, 122.82 MER

FRISCHER Dominique (1990), La France vue d'en face : l'image de la France analysée et jugée par des étrangers, R. Laffont, XXXXX

MICHAUD Guy (1996), Le nouveau guide France, Hachette, XXXXX

NADEAU Jean-Benoît (2005), Pas si fous, ces français !, Le Seuil, 903 NAD

1990 Peyrefitte (Alain) Le Mal français. Albin Michel.