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Course Description
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Business: International Business
Universitat Autònoma de Barcelona (UAB)
Barcelona, Spain

Subject Area(s) Level(s) Instruction in Credits Contact Hours Prerequisites
Business 300 English or Spanish 3 45 N/A

Through the International Business course students will be able to develop their knowledge of the cultures of different European countries. Business relations, economics and business environment, protocol rules, European politics, negotiation strategies and export procedures will be covered. Countries like Spain, France, Germany, UK, Italy, and more are analysed in depth. This is an international management course focused on how to do business in the EU.

It is estimated that international executives use 50% of their time negotiating with customers, suppliers, partners, distributors or subsidiaries of companies abroad. Taking into account the big cultural differences between countries, we’ll be able to justify the importance of international negotiations.

OBJECTIVE

This course has a clear goal: to offer needful information about how to negotiate with 20 countries (20 of the most dynamic countries in international trade). This course contains information of every analysed country about the following items:

"Basic data", including country population, Gross National Product, state structure, currency, official language/s, business language/s, religion, main cities, etc.

Business Environment including geo-strategic and geo politic framework, economic situation, main sectors of activity and import-export, business opportunities, barriers to on domestic companies, etc.

Negotiation strategies, including market entry tactics, explanation of projects, negotiation margins, bargain culture, contract procedures and regulations, etc.

Protocol rules which includes formal and non-formal salutations, presentations, names, titles, academic and professional degrees, social "taboos", behaviour in different circumstances, non verbal communication, gifts policies, etc.

Related websites. Government departments, international trade departments, foreign direct investment, travelling resources, chambers of commerce, statistics analysis, press, tradeshows, etc.

Practical information: time differences, phone country codes, Internet codes, average temperatures, conversion tables, etc.

CONTENT

Every section will have the objective to analyse each country from an international management perspective. This analysis will include the following items:

1. Germany

1.1. Basic data about the country, critical aspects, business environment, negotiation strategies, protocol rules and Internet resources.

1.2. Why Germany? Because German people do not like negotiators without full knowledge. Germany is the most powerful economy in the EU and a leading nation in technology.

2. Argentina

2.1. Basic data about the country, critical aspects, business environment, negotiation strategies, protocol rules and Internet resources.

2.2. Why Argentina? This country has a lot of business possibilities after its economic bankruptcy suffered last years. It is highly attractive for investors and exporters to the Latin American region.

3. Brazil

3.1. Basic data about the country, critical aspects, business environment, negotiation strategies, protocol rules and Internet resources.

3.2. No doubt, Brazil offers a big market for local producers but still a lot of cultural knowledge about the country is needed.

4. China.

4.1. Basic data about the country, critical aspects, business environment, negotiation strategies, protocol rules and Internet resources.

4.2. The most important and dynamic worldwide business economy. China will be the key country in 5-10 years time. Nowadays it clearly dominates several worldwide markets, for example: textile.

5. South Korea

5.1. Basic data about the country, critical aspects, business environment, negotiation strategies, protocol rules and Internet resources.

5.2. Why South Korea? Seoul (capital) looks like a western city but we should not forget that this country still has its own culture, Asian values and style. Never confuse this peculiar culture with the one in China or Japan (the two giants of Asia)

6. Egypt.

6.1. Basic data about the country, critical aspects, business environment, negotiation strategies, protocol rules and Internet resources.

6.2. Why Egypt? To be able to pass burocracy (government seals, inspections, rules, barriers, etc.) is a difficult task... sometimes can be like trying to find the "Pharoah Hidden Camera" in the three famous pyramids of Keops, Kefren and Micerino...

7. Spain.

7.1. Basic data about the country, critical aspects, business environment, negotiation strategies, protocol rules and Internet resources.

7.2. Why Spain? The sense of honour and proud are very typical Spanish senses. It is important for US citizens not to offend people. Once a Spanish person has adopted a position, it is very difficult to change his/her opinion. Only good negotiators will be able to close deals with Spanish people.

8. India.

8.1. Basic data about the country, critical aspects, business environment, negotiation strategies, protocol rules and Internet resources.

8.2. Why India? When you meet some Indian (from India) businessman do not think about the image of a short-term negotiator in the street... (Most of these ones are from Pakistan...) Probably, you’ll find someone who has British manners heritage, speaks with Oxford accent and plays good tennis or golf.

9. Israel.

9.1. Basic data about the country, critical aspects, business environment, negotiation strategies, protocol rules and Internet resources.

9.2. Why Israel? Because Jewish people are the best worldwide negotiators and the best informed. Don’t ever try to give them fake information. They will notice about your unfair intention.

10. Italy

10.1. Basic data about the country, critical aspects, business environment, negotiation strategies, protocol rules and Internet resources.

10.2. Why Italy? Italy is the most important country in image, design, style and fashion. Most Italians are loyal to their blood family. On the contrary, in politics or business, loyalty is not considered a valuable asset.

11. Japan.

11.1. Basic data about the country, critical aspects, business environment, negotiation strategies, protocol rules and Internet resources.

11.2. Why Japan? In Japan cold contact doesn’t work at all. To get to Japanese firms you’ll need to use the services of a very well connected professional, maybe you’ll have to use the services of a public administration. Japanese firms don’t like changes.

12. Mexico

12.1. Basic data about the country, critical aspects, business environment, negotiation strategies, protocol rules and Internet resources.

12.2.Why Mexico? In Mexico the way of doing business is slow (opposite to the US style). You must be in the long run and trust is the basis of any business. The concepts of time and urgency are relative. People in Mexican firms tend to "procrastinate".

13. Poland

13.1. Basic data about the country, critical aspects, business environment, negotiation strategies, protocol rules and Internet resources.

13.2. Why Poland? One of the most prominent economies in the EU.

14. United Kingdom.

14.1. Basic data about the country, critical aspects, business environment, negotiation strategies, protocol rules and Internet resources.

14.2. Why UK? UK has been leading the world during the last centuries. The British Empire still has deep influences worldwide. Remember, different areas make UK: England, Scotland, Wales and Northern Ireland.

15. Russia

15.1. Basic data about the country, critical aspects, business environment, negotiation strategies, protocol rules and Internet resources.

15.2. Why Russia? The world of business in Russia is dominated by a new social class known as the "novye russkie" (new Russians).

 

16. Sweden

16.1. Basic data about the country, critical aspects, business environment, negotiation strategies, protocol rules and Internet resources.

16.2.Why Sweden? The welfare state symbol. Conservative, formal and reserved people. Humour and passion never should be considered doing business in Sweden.

17. Taiwan

17.1. Basic data about the country, critical aspects, business environment, negotiation strategies, protocol rules and Internet resources.

17.2. Why Taiwan? Computing components, industry spare parts are made in Taiwan. It is an example of exporting success.

18. Turkey

18.1. Basic data about the country, critical aspects, business environment, negotiation strategies, protocol rules and Internet resources.

18.2. Why Turkey? 90% of its territory is in Asia but Turkey is a western country. Its NATO membership from 1952 and its candidacy to the EU support this.

19. Uruguay

19.1. Basic data about the country, critical aspects, business environment, negotiation strategies, protocol rules and Internet resources.

19.2. Why Uruguay? In Uruguay the Spanish heritage and style is still alive, and its geo strategic situation makes the country highly attractive for business.

20. Venezuela

20.1. Basic data about the country, critical aspects, business environment, negotiation strategies, protocol rules and Internet resources.

20.2.Why Venezuela? This is the Latin American country (with Panama’s exception), which has most influence from the USA. Instead of soccer, baseball is the national sport. If you have experience in the US market is important to let them know.

 











 
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