Teaching hours: 20, 3 ECTS
International capture strategies and negotiations are complex, involving the participation of multi-skilled international managers. To be successful, future international managers must be knowledgeable regarding professional capture strategies and negotiation tools and techniques. They must also be trained in real negotiation situations to acquire the first level of expertise.
Participants will be able to understand and implement tools and techniques of international capture strategies preparing answers to real tenders (capture plan, storyboards, terms & conditions, negotiation strategy) and to work within a team.
Three main phases:
- Capture phase: to prepare a full strategy plan (including competition analysis and action plan).
- Storyboard phase: to prepare a detailed storyboard for the customer.
- Offer phase: to prepare a detailed offer (price, terms & conditions, risk calculation) and a negotiation plan.
Combination of lectures, international real case studies and practitioner inputs.
Playing to Win: How Strategy Really Works by A. G. Lafley.
Project management is the application of knowledge, skills, tools, and techniques to project activities to meet the project’s requirements.
Participants will be able to understand and implement simple tools and techniques of the main project management areas composed of: project integration management, project scope management, project time management, project costs management, project HR management, project risk management, project communication management and project procurement management.
- Understand the current state of the project management profession
- Apply project management tools and techniques
- Understand project management terminology with a focus on the PMI PMBok
- Explore the appropriate methods to initiate, plan, execute, control and close projects
- Understand the PMBoK philosophy and core processes.
- Project integration management: coordination of all departments and activities.
- Project scope management: work to be carried out and deliverables.
- Project time management: timely completion of projects.
- Project costs management: completion within approved budget.
- Project HR management: most effective use of people.
- Project risk management: identifying, analysing and responding to risks.
- Project communication management: timely and appropriate project information.
- Project procurement management: acquire goods and services from outside.
Combination of lectures cases studies and Q&A.
The PMBoK Guide, 5th Edition. PMI.
International projects are complex, involving the participation of stakeholders from various parts of an organisation. To be successful, international project managers must not only be knowledgeable of professional best practices - they must also be able to manage crisis events.
Participants will be able to understand and implement tools and techniques of crisis management preparing answers to real international crisis events (price, delivery time, risks …).
Fifteen crisis cases to be analysed and answered related to integration management, scope management, time management, cost management, HR management, communication management, risk management, procurement management.
Real case studies with group analyses and answers.
Harvard Business Review on Crisis Management Paperback – January, 2000.