EXPORT-ORIENTED MANAGEMENT - IMC Fachhochschule Krems

� conflict causes, types, levels
� escalation dynamics
� conflict resolution strategies
� identifying and resolving conflict patterns
� dealing with conflict in teams and with customers - focus on a balance between
profit and orientation relationship with a particular focus on key account
management
� instruments of conflict resolution
� facilitation, negotiation, organizational development, arbitration, etc.
� mediation processes and instruments
� mediation skills in leadership and in customer contact
� conflict coaching
Literature
Bannink, F. (2010). Handbook of Solution-Focused Conflict Management. Hogrefe.
Corvette, B.A.B. (2006). Conflict Management: A Practical Guide to Developing
Negotiation Strategies. Prentice Hall.
Teaching Methods
The course will integrate both theoretical sessions as well as group exercises.
Evaluation
Case work and exam
Contractual Law
Semester Hours per week ECTS
Spring 2 4
Learning Outcomes / Course Objectives
Upon successful completion of the course students will be able to:
� Differentiate the legal norms applying in this field
� Assess associate risks
� Discuss the main elements and clauses of contracts
� Evaluate contracts and apply legal norms for writing offers and contracts
Prerequisites/Level
Marketing Planning and Budgeting, Project Management, Consumer Behaviour, Market
Intelligence and Marketing Metrics, Integrated Marketing Communication I and II,
Business Partner Analysis, Individual and Group Negotiation, Legal Regulations for
Marketing and Sales, Leadership and Human Resources, CSR and Business Ethics,
Account Management, Domestic and International Sales and Closing, Intercultural
Negotiation and Cooperation, Applied Research and Training
Course Description
The main topics of the course will be devoted to:
� European and Transnational Contract Law: scopes and international application
� contract - contract work - order
� delegating authority to conclude and represent
� freedom of contract
� formation of contracts: offer and acceptance
� contract clauses
� unclear and incomplete statements
� formalities
� contract violations
FHR-5-0008_Vers.03_Rev.00_2012 505