EXPORT-ORIENTED MANAGEMENT - IMC Fachhochschule Krems

Literature
Harvard Business School – Program on Negotiations – various readings
Malhotra Deepak, Bazerman Max H., ―Negotiation Genius‖, Bantam Books, 2008
Raiffa Howard, ―The Art and Science of Negotiations‖, Belknap Press, 1990
Shell Richard G., ―Bargaining for Advantage‖, Penguin, 2006
Watkins Michael, Rosegrant Susan, ―Breakthrough International Negotiations‖, Jossey-
Bass, 2001
Teaching Methods
Presentations will be used to structure the teaching subject and to illustrate decision
problems and possible approach and solutions. Special emphasis will be put on
implementing practical exercises in form of a specially developed negotiation game as
well as presentations and critical discussion of real-life examples to support issues
presented and discussed and also to animate critical evaluations. An experience-based
instrumental approach will be coupled with a holistic overview, providing students with
intellectual insights into non-economic sciences and thus inviting them to expand their
cognitive horizons.
Evaluation
Project report and class assignment.
Legal Regulations for Marketing and Sales
Semester Hours per week ECTS
Fall 2 4
Learning Outcomes / Course Objectives
Upon completion of the course the student will be able to:
• describe juridical issues in international projects
• explain the necessity of complying with regulations and provisions in data
transmission and data protection
• monitor the access permissions for and handle corporate data
• identify possible problem areas while using modern online media
• explain the most important juridical aspects of the completion of a
contract/agreement and trademark protection
Prerequisites/Level
None
Course Description
The main topics of the course will include:
• Applicable law
• Data protection guidelines and data information security
• Rules and access rights
• Online-shops
• Consumer tracking
• Search engine advertising
• Affiliate and E-Mail marketing
• Introduction in trademark law
• Introduction in law of contract
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