Specialist In Euro-asia Business Relations (Se-abre Programme)

OVERALL COURSE OBJECTIVE This is a course designed to meet the challenges of the 21st century in international trade negotiation. It reflects a perceived need to improve communication and mutual understanding at an international level between actual and potential European and Asian business partners. The course has been developed in order to train specialists to build economic and commercial bridges between European and Asian countries and represent Spanish business interests at an international level. These interlocutors will be on the frontline of international business negotiation representing Spanish business interests in negotiating and creating business partnerships in Asia, which are of mutual interest and economic benefit.

COURSE TIMING AND CONTENT DISTRIBUTION The course has three main areas, two of which are imparted through class-based learning and one area which is a practical work placement. The course has a modular base which allows for some flexibility for students to start the course. There are two possible entry points for participants on the course.

Entry Point 1

The class-based learning starts in March 2009 and finishes in February 2010. The practical period will then start in March 2010 and run through until September 2010.

Entry Point 2

The course structure allows for a second incorporation of students from the beginning of October 2009. Students who join the course at this time will finish the class-based learning in June 2010. The practical period will then start for these students in July 2010 and run through until December 2010.

The SE-ABRE Programme is an intensive course where all class-based learning activities are grouped in the same timeframe. Once this part of the course has been covered effectively by the participants then the work placement period will commence to finish the participants’ training.

The course covers the following areas:

EVALUATION SYSTEM

Área 1

• Post Graduate certificate: “Curso de Postgrado en Negocios Euro-Asiáticos” validated by the University Pompeu Fabra through the Escuela Superior de Comercio Internacional (ESCI)

Área 2

• Diploma Superior Español de los Negocios (DSEN), validated by the Barcelona Chamber of Commerce and IESE Business School, University of Navarra.
• Business English Certificate Higher (BEC Higher), validated by Cambridge University Exam Board

Área 3

• Work placement certificate

TEACHING STAFF The teaching staff contracted for the International Commerce and Negotiation Area are all qualified specialists associated with the Escuela Superior de Comercio Internacional and the private University Pompeu Fabra.

The specialist language training will be coordinated and designed by the Barcelona Chamber of Commerce.

CANDIDATE PROFILES We are looking for high-calibre candidates, able linguists with an interest to learn more and refine their language abilities. Prospective candidates must also have an interest in developing a career in international commerce. Candidates must speak and understand both English and Spanish to a minimum of upper intermediate level in order to truly benefit from this course. Post-Graduate subjects will be taught in Spanish and/or English.

The Fundació Barcelona Promoció, whilst in the process of selecting suitable candidates for this year’s course, will take the following into consideration when short-listing candidates

• The students’ mother tongue must be an Asiatic language. For this second academic promotion the students’ mother tongue would preferably, but not exclusively, be Korean, Chinese, Japanese or Hindi.
• Candidates’ academic background and achievements

Places are limited to a maximum of fifteen students per course to ensure a high quality personalized tutor and coaching system.

COURSE PLAN AND CONTENT
AREA 1 ESCI & Pompeu Fabra International Commerce and Negotiation

1. Introduction to Finances (15 hours) The objective of this module is to facilitate the understanding of other concepts covered in this programme

• · Introduction to the analysis of financial statements · Financial statements
• · Ratios
• · Profitability
• · Foundation of Budget Systems · Liquid Assets
• · Costs
• · Analysis and Selection of Investments

2. Introduction to Business Management in Spain (15 hours)

The objective of this module is the development a working knowledge of the management and organisation of business entities in Spain.

• · Company Organisation
• · The legal constitution of companies
• · Concepts related to the areas of quality, the environment and safety · Concepts related to production and logistics

3. The International Context (42.5 hours)

• · The situation and prospects of the global economy
  • o Current economic tendencies
  • o Global economic scenarios
  • o The globalisation and internationalisation of the economy · Economic Blocks
  • o Their evolution and characteristics with a special emphasis on the European Union
  • o Analysis of the Spanish exterior sector and Exporters · Emerging economies
  • o Asia, the impact of their entry into the WTO and foreign investment in Asian states (China, South Korea, Japan, India, etc)

• · Institutions and Support programmes for internationalisation

4. International Public Law (15 hours)

• · International Public Law and its area of jurisprudence
• · Foundations of International Public Law
• · Conflict solution under International Public Law

5. International Negotiation (30 hours)

• · Different negotiation styles
• · Cultural differences and their impact on negotiation · Differentiating cultural differences
• · Culture, Values, Ethics and Trust in International Negotiation
• · Different strategies in International Negotiation · Control and the Evaluation of Negotiation Results

6. International Commerce (50 hours)

• International Commercial Strategies
  • Types of Commercial Strategies
  • Analysis of International Commerce and Strategy Definition o The Commercial Plan for Internationalisation
  • Implantation, Development and the Evaluation of Commercial Plans · Incoterms 2000
  • Characteristics
  • Performance and Operation o Case Studies
• Import and Export
  • Procedures, Administrating Traffic and Documentation
  • The Creation of and Import-Export Department · Customs Management
  • Customs Operations
  • The current situation of intra-communitarian customs o Documentation
  • Tariffs
  • Customs Regime
  • International Transport and Logistics
  • Packaging and Logistics: Characteristics and Risks
  • International Transport: maritime, land, air, rail and multimodal transport
  • Insurance and Transportation · International Taxation
  • Interchange of Merchandise
  • VAT
  • Intrastate

7. ICT applied to Internationalisation (15 hours)

• Marketing through the Internet
• Information search on the internet
• Sales Promotion on the Web. The Web for exporting
• Strategies for Brand Internationalisation on the Web

8. International Finance (20 hours)

• · International Payment Methods
  • Simple Operations
  • Instruments of Remittance o Credit Instruments
  • Bilateral Guarantees
  • Other forms of International Payments · Exportation Risk
  • Country Risk o Commercial Risk o Exchange Rate Risk o Interest Rate Risk
  • Operations subject to Risk Insurance
• · Financing International Commerce Operations
  • General Aspects of International Commerce Finance
  • The Operation of Currency Markets
  • Currency Financing
• Other Forms of Financing: Swaps, Factoring, Forfeiting

9. International Contracts and Agreements (15 hours)

• · International Trading
  • Concepts, Types and Problems o Legislation
  • International Trade Agreements
  • Breach of Contract and Solutions: Negotiation, Jurisdiction, Arbitration… · International Mercantile Collaboration
  • Sporadic Exportation: Export and Mediation Consortiums o Well-established Exportation: Representatives, Commercial Agents, Distributors and Partners
  • International Distribution Agreements
  • International Agency Agreements
• · Other Forms of International Agreements
  • Public Tenders
  • Technology Transfer o Franchises
  • Joint Ventures
  • Other forms: Branches, Subcontracting, Subsidiaries

10. Interpersonal Skills Development (15 hours)

• Spoken Communication and Public Presentations
• Written Communication
• Work Organisation and Time Management
• Interpersonal Communication

AREA 2 Chamber of Commerce/ F.B.P. Intensive Language Courses Business English and Business Spanish Intensive Courses