Master of Science in Management Control
"The globalisation of markets and the hypercompetition that it generated has forced firms to make decisions more and more rapidly and to systematically communicate with more transparency with their partners. These requirements emphasise the need for a management information system that is both sophisticated and evolving.
This development has profoundly changed the role of Management Control in firms. Owing to the pressures of financial markets and the complexity of organisations, the information that they produce is certainly much more voluminous, but must also be more operational, pertinent and reliable."
Eric Cauvin, Academic Advisor
The first vocation of Management Control to coordinate and steer activities lead it to serve in the field by maintaining its transversal character. Consequently, it must create and develop a system to evaluate performances for operational units in order to ensure a coherent implementation of strategies. The contours of performance are now only financial. Value management leads to a joint optimisation of costs and quality implying management control that is much more oriented to processes. New tools have arrived to complete traditional management accounting. One can find Activity-Based Costing, Activity-Based Management, Target Costing, Strategic Cost Management, or Balanced Scorecard. These transformations have been further reinforced with the advent in Europe of the new accounting norms (IFRS) and in the United States with the Sarbanes-Oxley Act.
In this more and more dynamic environment where change has become a necessity, the role of a Management Controller has become central. He or she is the architect of a system for the evaluation and steering of performances whose aim is to produce enlightening and reliable indicators in order to facilitate the implementation of strategies and to prepare for change.
Objective
The Master of Science in Management Control prepares participants for a profession that is increasingly in the field and involved in decision-making. It offers a programme based both on the acquisition of essential technical knowledge that is essential in Management Control and on an understanding of organisation and managerial issues. These academic skills are completed by a development of aptitudes for implementing the concepts and tools learned throughout a curriculum that is practical and realistic.
Parternships
The Master of Science in Management Control was conceived and is managed through a close collaboration with the DFCG (Association of Financial Directors and Management Controllers) and the Cegid Group (Software editor).
Admission Requirements
For admission into the first year of this Master, applicants must have a Bachelor's degree or an equivalent diploma (180 ECTS) (foreign diploma, VAE [Validation of Acquired Experience], etc.) and for admission into the second year of this Master, a Master's degree (240 ECTS or more) or the equivalent (foreign diploma, VAE, etc.). Second-year applicants will have already acquired a solid base in the issues of management through studies and/or experience and wish to prepare for the temporary or prolonged practice of management controller.
This programme is open to participants in continuing education. Most of the students do the second year within the framework of an apprenticeship contract.
Admission is based on the application file (Management Aptitude Tests: TAGE-MAGE or GMAT, English level tests: TOEFL or TOEIC, professional project, previous studies, internships or other professional experience) and an interview with the admissions board.
Organisation of Studies
First year of the Master:
The first year of the Master of Science in Management Control is devoted to courses in general Corporate Management. It is the common-core programme for all of the students regardless of the major they choose in second year. However, they have the opportunity during the common-core programme to discover the various majors through specific modules called "Focuses".
Second year of the Master:
Participants study Management Control in the second year of the Master.
The second year of this Master is organized in four periods. Students spend the first four months of the programme (September to December) at the IAE of Aix-en-Provence in order to acquire basic knowledge in the subject. The next three months (January to March) are spent in a firm: work placement or apprenticeship. Then they return to the IAE for two months to acquire more specific skills. The last part of the year is devoted, for a minimum of three months for those who are not apprentices and from June to the date of the anniversary of the signing of the apprenticeship contract for apprentices, to the fulfilment of new missions in firms.
Structure and Content of the Programme
Each module is divided into an academic phase oriented to the technical learning of concepts and tools and an action phase that is centred on practical application. The first phase is generally taught by the Professors of the IAE of Aix-en-Provence and the second is reserved for professionals who are experts in each domain and members of the DFCG. The number of hours for each module will be communicated subsequently.
Strategic Management Tools (96 h)
- Strategy and the creation of value models: 48 h
o Segmentation marketing,
o Business model,
o Value chain/Creation of value,
o Rupture Strategy,
o Strategic chart and performance indicators (OVAR Method and Balanced Scorecard).
- Theory of Organisations: 24 h
o Development of corporate organisation,
o Process analysis (industry and services).
- Project management and leading change:12 h
- Product mix management: 12 h.
Management Control Tools (144 h)
- Costs and decisions: 48 h
- Typology of costs (real/pre-established, etc.),
- Costing methods (ABC/ABM, Target costing),
- Cost reduction,
- Cost killing,
- Transfer pricing.
- Budgetary management and Reporting 24 h,
- Budgets, spreads, reporting,
- Sliding budgets,
- Beyond budgeting.
- Management control and Supply chain: 48 h
- Purchasing,
- Inventory management,
- Production management,
- Quality management.
- Internal control: 24 h.
Financial Accounting Tools (96 h)
- Financial accounting: 24 h
o Refresher course in accounting,
o Accounting issues,
o IFRS norms,
o From financial accounting to management control: architecture of cost accounting.
- Consolidation: 12 h
- Financial management and analysis: 36 h
o Working Capital, Working Capital requirements, Treasury,
o Business Plan.
- Tax: 24 h.
Information System Tools (36 h)
- Refresher course in data processing (Excel): 12 h,
- ERP, decisional tools, CRM 24 h.
In additional to this compulsory curriculum of 372 hours, participants must choose 2 24-hour electives as well as 2 24-hour international seminars and one cycle of conferences (approximately 40 hours) and an enterprise game (Negocia).
International Seminars (to be chosen from those proposed)
The International Seminars, designed to broaden participants' horizons, not specialise them, are taught in English by foreign guest lecturers. They are offered to all IAE participants from all degree programmes, ensuring a lively mix of diverse groups. These seminars are highly interactive.
Career Decisions : What job is right for you? What job are you right for? How can you present yourself to get that job?
English – 24 hrs. – Sem. 1 – Bill ACKER (USA/UK)
Identifying a Career Path that suits you o Using psychological tests to look at yourself to see what kinds of jobs you would find congenial and where your personal qualities would bring you success o Looking underneath the job titles in your CV and the course titles of your formal studies and qualifications to understand the themes that run through your career o Looking underneath the job titles of careers you might pursue to appreciate the competences involved and interpersonal styles appropriate to those careers Organising yourself to get onto that Career Path o Preparing your CV and your interview ‘story’ to help you to secure a job that suits your career history, training, personality and abilities
Identifying a Career Path that suits you o Using psychological tests to look at yourself to see what kinds of jobs you would find congenial and where your personal qualities would bring you success o Looking underneath the job titles in your CV and the course titles of your formal studies and qualifications to understand the themes that run through your career o Looking underneath the job titles of careers you might pursue to appreciate the competences involved and interpersonal styles appropriate to those careers Organising yourself to get onto that Career Path o Preparing your CV and your interview ‘story’ to help you to secure a job that suits your career history, training, personality and abilities
Project Management
English – 24 hrs. – Sem. 1 – John ALGAR (UK)
As the volume and rate of technological and other business change increases, managers are faced with radically increased complexity. The pressure and stress of managing multiple initiatives across organisational and national boundaries, is already evident in many global organisations. Business leaders have long realised that implementation is at least as important as the creation of the initial vision for the business. The ability to translate strategy into reality is a requirement for today’s manager. In order to apply this approach successfully, managers need to understand the principles and techniques of project management, as well as its organisational and operational implications and the factors that influence project success. The management of projects comprises a blend of tools and techniques that focus on the planning, monitoring and control of the project tasks whilst blending these with the behavioural skills of team management and leadership. In addition the management of relationships across the organisation is essential as many organisations manage both functional and project activities in a matrix format. The seminar will cover both areas of the discipline in a very interactive style that will include both individual and group work. Project management is very much an applied discipline. Accordingly, in addition to more conventional learning approaches such as case studies and class discussions, the course places emphasis on “learning by doing” with a variety of exercises.
As the volume and rate of technological and other business change increases, managers are faced with radically increased complexity. The pressure and stress of managing multiple initiatives across organisational and national boundaries, is already evident in many global organisations. Business leaders have long realised that implementation is at least as important as the creation of the initial vision for the business. The ability to translate strategy into reality is a requirement for today’s manager. In order to apply this approach successfully, managers need to understand the principles and techniques of project management, as well as its organisational and operational implications and the factors that influence project success. The management of projects comprises a blend of tools and techniques that focus on the planning, monitoring and control of the project tasks whilst blending these with the behavioural skills of team management and leadership. In addition the management of relationships across the organisation is essential as many organisations manage both functional and project activities in a matrix format. The seminar will cover both areas of the discipline in a very interactive style that will include both individual and group work. Project management is very much an applied discipline. Accordingly, in addition to more conventional learning approaches such as case studies and class discussions, the course places emphasis on “learning by doing” with a variety of exercises.
Making Sense of the Subprime Mortgage and Credit Crisis
English – Bruce C. BRANSON (USA)
This seminar is designed to provide a non-technical discussion of the origins of the subprime mortgage loan disaster that has engulfed financial markets around the globe. The aim is to search for lessons to help prevent a reoccurrence of this financial catastrophe. An examination of the risk management policies applied by the investment banks (and others) who invested heavily in these structured products will be conducted. This course requires no specific knowledge of financial accounting, quantitative risk management, or statistics. General risk management principles will be reviewed and discussed as mechanisms for control over such value-destroying behavior.
This seminar is designed to provide a non-technical discussion of the origins of the subprime mortgage loan disaster that has engulfed financial markets around the globe. The aim is to search for lessons to help prevent a reoccurrence of this financial catastrophe. An examination of the risk management policies applied by the investment banks (and others) who invested heavily in these structured products will be conducted. This course requires no specific knowledge of financial accounting, quantitative risk management, or statistics. General risk management principles will be reviewed and discussed as mechanisms for control over such value-destroying behavior.
Philosophy and Business
English – 24 hrs. – Sem. 1 – Paul CLAUDEL (France)
A good look at leadership from a brand new perspective. The seminar will emphasize a series of key factors that leaders must pay attention to to improve people’s performance and…happiness. The brainstorming will be bases on the use of a philosophical approach versus a psychological one.
A good look at leadership from a brand new perspective. The seminar will emphasize a series of key factors that leaders must pay attention to to improve people’s performance and…happiness. The brainstorming will be bases on the use of a philosophical approach versus a psychological one.
Macroeconomics for Dummies
English – 24 hrs. – Sem. 1 – Richard DUTU (Australia/New Zealand)
Macroeconomics is often considered a hard topic. Well, that’s true, but there are ways to make it both interesting and easy to understand. The objective of the seminar is to introduce macroeconomics to managers in a simple, intuitive and non formal way. At the end of this seminar the participant will have a clear understanding of the main mechanisms at work in the macro economy, and be able to predict the impact of various types of shocks (financial, commodity prices, etc.) and economic policies on the economy. The seminar is built around a core of simple tools and will blend theory, illustrations and discussions. The focus is on intuition and helping participants build their own understanding.
Macroeconomics is often considered a hard topic. Well, that’s true, but there are ways to make it both interesting and easy to understand. The objective of the seminar is to introduce macroeconomics to managers in a simple, intuitive and non formal way. At the end of this seminar the participant will have a clear understanding of the main mechanisms at work in the macro economy, and be able to predict the impact of various types of shocks (financial, commodity prices, etc.) and economic policies on the economy. The seminar is built around a core of simple tools and will blend theory, illustrations and discussions. The focus is on intuition and helping participants build their own understanding.
Integrated Branding: a 360 degree approach to Branding
English – 24 hrs. – Sem. 1 – Rutu Mody KAMDAR (India)
Many management leaders mistakenly believe that branding is essentially a marketing problem, reserved primarily for companies that have big budgets to advertise and reach out to mass audiences. This perspective of branding is one sided, with focus being merely on the end user or consumer of the product or service. However, brands are the sum total of associations and promises offered to every stakeholder of the organization, whether he is the customer, employee, shareholder or channel partner. This integrated approach puts the subject of branding at the very heart of business strategy, where every decision of the organisation is steered and geared by the brand’s principles, promises and values. The subject of branding has been elevated to the level of corporate strategy today. Along with building the vision, mission, values and culture of the organization, it is essential to build the organization’s brand which essentially drives and synergises the company’s actions at the front and back end. The seminar objectives are : - To equip students to take a contemporary view of branding, demonstrating to them the power of branding as a company wide action strategy - To equip students to plan, strategise and implement integrated branding programs by means of live case studies
Many management leaders mistakenly believe that branding is essentially a marketing problem, reserved primarily for companies that have big budgets to advertise and reach out to mass audiences. This perspective of branding is one sided, with focus being merely on the end user or consumer of the product or service. However, brands are the sum total of associations and promises offered to every stakeholder of the organization, whether he is the customer, employee, shareholder or channel partner. This integrated approach puts the subject of branding at the very heart of business strategy, where every decision of the organisation is steered and geared by the brand’s principles, promises and values. The subject of branding has been elevated to the level of corporate strategy today. Along with building the vision, mission, values and culture of the organization, it is essential to build the organization’s brand which essentially drives and synergises the company’s actions at the front and back end. The seminar objectives are : - To equip students to take a contemporary view of branding, demonstrating to them the power of branding as a company wide action strategy - To equip students to plan, strategise and implement integrated branding programs by means of live case studies
Market Innovation and Technology-Market Transfer
English – 24 hrs. – Sem. 1 – Luis Filipe LAGES (Portugal)
The seminar objectives are: to become familiar with the importance of product innovation in modern organizations, to demonstrate the importance of taking into consideration stakeholders’ needs and requirements in innovation as well as in any management decision. to understand how diverse tools and techniques from different management fields might be combined to allow firms to compete in a complex and ever changing global context to learn: o how to create a successful innovation, o how to apply the process of technology-market transfer, o the process of new product development, o how to bring a product into a new market.
The seminar objectives are: to become familiar with the importance of product innovation in modern organizations, to demonstrate the importance of taking into consideration stakeholders’ needs and requirements in innovation as well as in any management decision. to understand how diverse tools and techniques from different management fields might be combined to allow firms to compete in a complex and ever changing global context to learn: o how to create a successful innovation, o how to apply the process of technology-market transfer, o the process of new product development, o how to bring a product into a new market.
My Happiness : a naïve dream or a Project for Life ?
English – 24 hrs. – Sem. 1 – Philippe LAURENT (France)
The object of this seminqr is for each participant to take a step towards his own happiness. In three days, the participants will : - clarify their personal idea of happiness and start to explore what is the reality hidden behind it; - - experience how an active and positive interaction with others is crucial to living and working happily; - Discover the “happy attitude” they can adopt to enjoy more efficiency in their work. Through a balances combination of key concept presentations, short introspective reflexions, interaction with others and practical exercise, the participants will feel, personally and in groups, the intererior “capacity of happiness” they have, they can activate, they just have to want it. To take a step away from the “naïve dream” to the “project for life” is the main target of this seminar.
The object of this seminqr is for each participant to take a step towards his own happiness. In three days, the participants will : - clarify their personal idea of happiness and start to explore what is the reality hidden behind it; - - experience how an active and positive interaction with others is crucial to living and working happily; - Discover the “happy attitude” they can adopt to enjoy more efficiency in their work. Through a balances combination of key concept presentations, short introspective reflexions, interaction with others and practical exercise, the participants will feel, personally and in groups, the intererior “capacity of happiness” they have, they can activate, they just have to want it. To take a step away from the “naïve dream” to the “project for life” is the main target of this seminar.
Mergers & Acquisitions
English – Jose LIBERTI (USA)
In today’s corporate environment Corporate Restructuring, Corporate Reorganization, Private Equity and Leveraged Buyouts seem to be the most relevant forms of acquisitions. The next stage of professional competency is to develop an instinct for the problems and opportunities in an M&A situation. The seminar highlights elements in the structure and process of every M&A transaction that deserve professional scrutiny. There are two key characteristics of any corporate deal. • Understand the drivers of M&A success; whether shareholder value is being created and if so, from where that value is coming from. • Deal design requires skills of analysis and negotiation. We will survey some strategic frameworks useful in M&A, and the steps necessary to translate a concept into a solid proposal. The seminar combines applied theoretical approach with the case study method through detailed analysis of two global restructuring cases. By analyzing rigorously these transactions, participants will form opinions about the, thinking critically about its success, failures or demise. We will together engage in vigorous discussions exploring different aspects of mergers and acquisitions through real case studies.
In today’s corporate environment Corporate Restructuring, Corporate Reorganization, Private Equity and Leveraged Buyouts seem to be the most relevant forms of acquisitions. The next stage of professional competency is to develop an instinct for the problems and opportunities in an M&A situation. The seminar highlights elements in the structure and process of every M&A transaction that deserve professional scrutiny. There are two key characteristics of any corporate deal. • Understand the drivers of M&A success; whether shareholder value is being created and if so, from where that value is coming from. • Deal design requires skills of analysis and negotiation. We will survey some strategic frameworks useful in M&A, and the steps necessary to translate a concept into a solid proposal. The seminar combines applied theoretical approach with the case study method through detailed analysis of two global restructuring cases. By analyzing rigorously these transactions, participants will form opinions about the, thinking critically about its success, failures or demise. We will together engage in vigorous discussions exploring different aspects of mergers and acquisitions through real case studies.
Creativity, creative thinking and problem solving
English – 21 hrs. – Sem. 4 – 3 ECTS – Michel OTTMANN (France)
The capacity to be creative is in all of us. Unfortunately, being efficient in our day-to-day activities forces us to think in a less creative way. If we don’t know how to force ourselves to stop being “just” efficient and start being creative, we will not be able to properly identify and define problems and the corresponding solutions. This course provides the students with practical techniques to help them develop creative thinking and problem solving. The course also aims at helping the students learn how to manage creativity within their current or future organization.
The capacity to be creative is in all of us. Unfortunately, being efficient in our day-to-day activities forces us to think in a less creative way. If we don’t know how to force ourselves to stop being “just” efficient and start being creative, we will not be able to properly identify and define problems and the corresponding solutions. This course provides the students with practical techniques to help them develop creative thinking and problem solving. The course also aims at helping the students learn how to manage creativity within their current or future organization.
Ethical decision-making in Business
English – 24 hrs. – Sem. 1 – Mollie PAINTER-MORLAND (PhD) (USA/ South Africa)
To understand how ethical decisions are made within a business context, we will have to… 1. Understand who are we and how we think as business decision-makers (WHO?) 2. Explore the formation of values and ethical models within organisations (WHAT?) 3. Practice certain ethical decision-making models and understand its limitations (HOW?) 4. Navigate intricate power relationships and stakeholder relationships within organisations (WHY?)
To understand how ethical decisions are made within a business context, we will have to… 1. Understand who are we and how we think as business decision-makers (WHO?) 2. Explore the formation of values and ethical models within organisations (WHAT?) 3. Practice certain ethical decision-making models and understand its limitations (HOW?) 4. Navigate intricate power relationships and stakeholder relationships within organisations (WHY?)
Brand management
English – 21 hrs. – Sem. 4 – 3 ECTS – Prof. Peter REED (Australia)
The seminar objective is to provide participants with an understanding of the technological forces that have impacted on marketing since the start of the digital revolution in the 1990s. It will focus on how marketers have adopted to these changes and the strategies they will need to develop as the pace of change increases. Specific objectives are: To provide an understanding of the digital revolution and the shift that it has brought about in the way marketing is conceptualized and practiced. To provide an understanding of the impact of these changes on marketing strategies including: o Marketing targeting – from market segmentation to one-to-one marketing o Product customization, value co-creation, branding strategies, pricing strategies, go-to-market strategies. advertising and other integrated marketing communication strategies including on-line and wireless advertising o Customer service and relationship management including customer advocacy To provide a preview of the latest development in digital technology that will impact on future marketing strategies.
The seminar objective is to provide participants with an understanding of the technological forces that have impacted on marketing since the start of the digital revolution in the 1990s. It will focus on how marketers have adopted to these changes and the strategies they will need to develop as the pace of change increases. Specific objectives are: To provide an understanding of the digital revolution and the shift that it has brought about in the way marketing is conceptualized and practiced. To provide an understanding of the impact of these changes on marketing strategies including: o Marketing targeting – from market segmentation to one-to-one marketing o Product customization, value co-creation, branding strategies, pricing strategies, go-to-market strategies. advertising and other integrated marketing communication strategies including on-line and wireless advertising o Customer service and relationship management including customer advocacy To provide a preview of the latest development in digital technology that will impact on future marketing strategies.
Negotiation
English – 24 hrs. – Sem. 1 – Robert THOMAS (USA)
Negotiation is the art and science of securing an agreement. This seminar is designed to develop and enhance your negotiation skills. You will learn the most current negotiation theories and techniques while simultaneously employing your learning in a series of negotiation exercises and role-play simulations. The seminar focuses on understanding the behavior of individuals, groups and organizations in the context of competitive situations. The course is designed to be relevant to a broad spectrum of negotiation problems that are faced by any manager whose duties require interpersonal contact.
Negotiation is the art and science of securing an agreement. This seminar is designed to develop and enhance your negotiation skills. You will learn the most current negotiation theories and techniques while simultaneously employing your learning in a series of negotiation exercises and role-play simulations. The seminar focuses on understanding the behavior of individuals, groups and organizations in the context of competitive situations. The course is designed to be relevant to a broad spectrum of negotiation problems that are faced by any manager whose duties require interpersonal contact.
Team Working, Entrepreneurial Attitude and Friend Leadership – new ways of learning
English – Sanna TOSSAVAINEN (Finland)
The objective of this seminar is to learn about the methodologies of Team Academy, a radical Finnish university, where students aren’t students but team entrepreneurs and responsible for their own learning. Specifically, participants will: • Discover strengths of team working • Stimulate protagonism (proactivity, individuals responsibility and engagement, capability to participate to create the future) • Develop participants entrepreneurial attitude • Explore different ways to learn individually and collectively • Learn what leadership in flat organizations and among friends can be
The objective of this seminar is to learn about the methodologies of Team Academy, a radical Finnish university, where students aren’t students but team entrepreneurs and responsible for their own learning. Specifically, participants will: • Discover strengths of team working • Stimulate protagonism (proactivity, individuals responsibility and engagement, capability to participate to create the future) • Develop participants entrepreneurial attitude • Explore different ways to learn individually and collectively • Learn what leadership in flat organizations and among friends can be
Coaching for Performance
English – 24 hrs. – Sem. 1 – Eoin BANAHAN (UK)
The object of this seminar is to explore the growing importance of “coaching”, as an effective management and leadership tool and familiarise participants as to how it can be used to improve individual and organisational performance. Specifically, participants will: • Explore the concept and practice of coaching as an appropriate approach to managing people in today’s organisations. • Become familiar with contemporary models of coaching and learn to apply them. • Learn how to structure a coaching session and practice key learnings.
The object of this seminar is to explore the growing importance of “coaching”, as an effective management and leadership tool and familiarise participants as to how it can be used to improve individual and organisational performance. Specifically, participants will: • Explore the concept and practice of coaching as an appropriate approach to managing people in today’s organisations. • Become familiar with contemporary models of coaching and learn to apply them. • Learn how to structure a coaching session and practice key learnings.
Leading the Implementation of Change
English – 24 hrs. – Sem. 1 – Georg KRAUS (Germany)
Change management can be seen from two perspectives – from those implementing the change and from the recipients of change. The view of change management varies strongly if you are the manager demanding the change versus the employee who may be unsure what the consequences are for him. These two views of change management can be referred to as: · Organizational change management · Individual change management In this seminar the student will learn how to lead change processes in such a way to : · minimize the unfavourable and minimise the positive ones · avoid unnecessary turnover or loss of valued employees · eliminate any adverse impact on your customers · achieve the desired business outcomes as soon as possible
Change management can be seen from two perspectives – from those implementing the change and from the recipients of change. The view of change management varies strongly if you are the manager demanding the change versus the employee who may be unsure what the consequences are for him. These two views of change management can be referred to as: · Organizational change management · Individual change management In this seminar the student will learn how to lead change processes in such a way to : · minimize the unfavourable and minimise the positive ones · avoid unnecessary turnover or loss of valued employees · eliminate any adverse impact on your customers · achieve the desired business outcomes as soon as possible
Developing Intercultural Competences through Films"
From cultural differences and synergistic problem solving
English – Christoph BARMEYER (Germany)
Our professional and private life is full of cultural particularities and differences which lead to intercultural communication situations in which people interact and achieve goals. How can we become more conscious, understand and manage these intercultural challenges? How can we overcome cultural differences and conflicts and turn them into synergistic solutions? This course is designed to develop intercultural competences through the analysis of film sequences, showing human, organizational, culture specific or intercultural dilemmas.
Our professional and private life is full of cultural particularities and differences which lead to intercultural communication situations in which people interact and achieve goals. How can we become more conscious, understand and manage these intercultural challenges? How can we overcome cultural differences and conflicts and turn them into synergistic solutions? This course is designed to develop intercultural competences through the analysis of film sequences, showing human, organizational, culture specific or intercultural dilemmas.
Future Management
English – Christian BLUMELHUBER (Belgium)
The course is designed to … • Improve your mental readiness and implicit and explicit knowledge about the future • Approach managerial problems and opportunities from a more entrepreneurial future-oriented perspective. • Apply ideas and insights from a variety of disciplines and functional areas. • Appreciate the requirements surrounding the creation of new ventures. • Predict futures • Understand the necessity of (re)designing institutions and resources • Manage surprise and advance your luck And last not least: you should have fun in “acting in the future”. As this is a 2.5 day seminar, I cannot expect you to prepare every class with pre-readings and doing some homework. But I expect you to prepare the seminar with reading a science fiction novel.
The course is designed to … • Improve your mental readiness and implicit and explicit knowledge about the future • Approach managerial problems and opportunities from a more entrepreneurial future-oriented perspective. • Apply ideas and insights from a variety of disciplines and functional areas. • Appreciate the requirements surrounding the creation of new ventures. • Predict futures • Understand the necessity of (re)designing institutions and resources • Manage surprise and advance your luck And last not least: you should have fun in “acting in the future”. As this is a 2.5 day seminar, I cannot expect you to prepare every class with pre-readings and doing some homework. But I expect you to prepare the seminar with reading a science fiction novel.
Conflict resolution tools for Managers
English – 24 hrs. – Sem. 1 – Jeanne CAPODANO (France/Canada)
- Discover your own conflict resolution style, what are your assets and what skills you might need to develop. - Learn about the causes of conflict, the influence of individual perceptions, the place of feelings and needs. - Explore several conflict resolution tools to resolve workplace conflicts in a constructive manner: active listening, non-violent communication, “the evaporating cloud” process, mediation. - Improve your skills with practical exercises. - Assess your skills and progress with a daily journal and personal summary on the last day (this work will be considered as the seminar assignment).
- Discover your own conflict resolution style, what are your assets and what skills you might need to develop. - Learn about the causes of conflict, the influence of individual perceptions, the place of feelings and needs. - Explore several conflict resolution tools to resolve workplace conflicts in a constructive manner: active listening, non-violent communication, “the evaporating cloud” process, mediation. - Improve your skills with practical exercises. - Assess your skills and progress with a daily journal and personal summary on the last day (this work will be considered as the seminar assignment).
Global Presentation and Public Speaking Skills
English – Nathalie KLEINSCHMIT (Canada)
This seminar was originally developed for the key commercial managers of international advertising agencies who wanted to able to acquire an easy, fast yet effective approach to making presentations. Since then, it has been offered in multinationals for managers from more than 25 countries who work with colleagues and clients from around the world. Indeed, making presentations in front of international audiences has become a skill that managers are expected to master and yet many are unprepared for the challenge. This course, for the students of IAE, allows them to hone their presentation skills for international audiences. At the end of the session, they should be able to: - gain awareness of diverse cultural expectations in communication and set realistic objectives for their presentation, - adapt their presentation style for an international audience and acquire techniques to structure it in an appropriate way, - overcome « stage fright » and enjoy speaking in public. Participants will be able to use what they have learned in the seminar not only at IAE but also in their future professional context.
This seminar was originally developed for the key commercial managers of international advertising agencies who wanted to able to acquire an easy, fast yet effective approach to making presentations. Since then, it has been offered in multinationals for managers from more than 25 countries who work with colleagues and clients from around the world. Indeed, making presentations in front of international audiences has become a skill that managers are expected to master and yet many are unprepared for the challenge. This course, for the students of IAE, allows them to hone their presentation skills for international audiences. At the end of the session, they should be able to: - gain awareness of diverse cultural expectations in communication and set realistic objectives for their presentation, - adapt their presentation style for an international audience and acquire techniques to structure it in an appropriate way, - overcome « stage fright » and enjoy speaking in public. Participants will be able to use what they have learned in the seminar not only at IAE but also in their future professional context.
Strategic Decision Making
English – 24 hrs. – Sem. 1 – Ruth KOWALCZYK (UK)
The main objectives of this seminar are to introduce participants to a number of approaches which are of use when thinking through and making decisions strategically in complex situations, and to give participants the skills to use them. At the end of the course, you will be able to: - Understand and discuss how these problem structuring methods aid decision making and the way in which the different methods work; - Identify appropriate situations in both business and personal life in which to use these approaches; - Use problem structuring methods individually and in groups to make decisions strategically.
The main objectives of this seminar are to introduce participants to a number of approaches which are of use when thinking through and making decisions strategically in complex situations, and to give participants the skills to use them. At the end of the course, you will be able to: - Understand and discuss how these problem structuring methods aid decision making and the way in which the different methods work; - Identify appropriate situations in both business and personal life in which to use these approaches; - Use problem structuring methods individually and in groups to make decisions strategically.
Private Equity
English – Bill MAGILL (USA)
The objective of this seminar is to introduce students to the international private equity industry and examine how this industry is being impacted by the current global economic downturn. More specifically, participants will: • Explore the historic role of private equity in nurturing high-growth companies and enabling corporate restructurings through capital investment and the use of debt leverage. • Examine the distinctions among sublevels of direct private equity investors (general partners): angel investors, early-stage venture capital, growth and late stage capital, and LBO funds. • Understand the role and current challenges/opportunities facing indirect private equity investors (limited partners): secondary funds, fund-of-funds, pension funds, university endowments, and other sources capital for venture capital and other direct private equity investors. • Contrast the attributes of private equity from a geographic perspective: Europe, North America, China, India, and Israel. • Learn how to evaluate investment opportunities through business plan diligence, establish fair valuations using different techniques (relative value and discounted cash flows), and propose relevant terms and conditions for investing. • Understand the process of raising a private equity fund, and the particular challenges in the current economic climate.
The objective of this seminar is to introduce students to the international private equity industry and examine how this industry is being impacted by the current global economic downturn. More specifically, participants will: • Explore the historic role of private equity in nurturing high-growth companies and enabling corporate restructurings through capital investment and the use of debt leverage. • Examine the distinctions among sublevels of direct private equity investors (general partners): angel investors, early-stage venture capital, growth and late stage capital, and LBO funds. • Understand the role and current challenges/opportunities facing indirect private equity investors (limited partners): secondary funds, fund-of-funds, pension funds, university endowments, and other sources capital for venture capital and other direct private equity investors. • Contrast the attributes of private equity from a geographic perspective: Europe, North America, China, India, and Israel. • Learn how to evaluate investment opportunities through business plan diligence, establish fair valuations using different techniques (relative value and discounted cash flows), and propose relevant terms and conditions for investing. • Understand the process of raising a private equity fund, and the particular challenges in the current economic climate.
Understanding Employee Work Values and Behaviors
English – The overall objective of this seminar is to help participants to develop an appreciation of the business practices followed in other cultures and the interpersonal dynamics that occur when individuals from different cultures work together. Specifically, th
The overall objective of this seminar is to help participants to develop an appreciation of the business practices followed in other cultures and the interpersonal dynamics that occur when individuals from different cultures work together. Specifically, the objectives of this seminar are three fold: 1. The seminar will begin by developing a foundation based upon an exploration of the general fundamentals that contribute to values differences between cultures: the business ideology influences and socio-cultural influences. 2. Next, based on this foundation, we will explore the synergistic impact that these influences have on the work values and ethics of individuals in a culture. 3. We conclude by assessing the impact that different value systems have on work relationships, including the topics of communication, motivation, leadership, team dynamics, decision-making, and negotiation behavior.
The overall objective of this seminar is to help participants to develop an appreciation of the business practices followed in other cultures and the interpersonal dynamics that occur when individuals from different cultures work together. Specifically, the objectives of this seminar are three fold: 1. The seminar will begin by developing a foundation based upon an exploration of the general fundamentals that contribute to values differences between cultures: the business ideology influences and socio-cultural influences. 2. Next, based on this foundation, we will explore the synergistic impact that these influences have on the work values and ethics of individuals in a culture. 3. We conclude by assessing the impact that different value systems have on work relationships, including the topics of communication, motivation, leadership, team dynamics, decision-making, and negotiation behavior.
New Directions in Organizational Leadership
English – Stephen R. SMITH, USA
This workshop examines organizational leadership, the role that visionary leaders play in empowering employees and providing the environment for effective work units to achieve competitive advantage. Additionally, each participant completes a variety of personal management and leadership, self-assessment instruments which provide the basis for personal and professional growth when combined with the theories of leadership. Specifically, participants will: • Learn to become leadership resources within organizations • Understand long-range needs of an organization and the long-term implications of their actions and decisions • Develop a personal leadership profile to enhance future employment opportunities
This workshop examines organizational leadership, the role that visionary leaders play in empowering employees and providing the environment for effective work units to achieve competitive advantage. Additionally, each participant completes a variety of personal management and leadership, self-assessment instruments which provide the basis for personal and professional growth when combined with the theories of leadership. Specifically, participants will: • Learn to become leadership resources within organizations • Understand long-range needs of an organization and the long-term implications of their actions and decisions • Develop a personal leadership profile to enhance future employment opportunities
Interpersonal Skills Development through Games
English – 24 hrs. – Sem. 1 – P.T. SRINAVASAN (India)
This seminar aims to serve as a mirror for the participants to explore and assess their interpersonal skills and thereby pave the way for further development. The course adopts a training approach, using simulated group exercises, puzzles and games, with self-rating inventories to supplement the learning process. The specific interpersonal skills to be addressed are: · Interpersonal communication · Decision making and leadership · Achievement motivation · Conflict and team building · Creative problem solving
This seminar aims to serve as a mirror for the participants to explore and assess their interpersonal skills and thereby pave the way for further development. The course adopts a training approach, using simulated group exercises, puzzles and games, with self-rating inventories to supplement the learning process. The specific interpersonal skills to be addressed are: · Interpersonal communication · Decision making and leadership · Achievement motivation · Conflict and team building · Creative problem solving
Corporate Strategy and Competitiveness : The Perspective and
Experience of U.S. Global Companies
English – 24 hrs. – Sem. 1 – Richard TORRISI (USA)
The primary purpose of the seminar is to analyze the global competitiveness and strategies of U.S. firms and compare their experience with and applicability to non-U.S. firms. · To provide participants with a general understanding of the process of strategy formulation and implementation by U.S.based global companies. · To examine the strategies by which these firms enhance their global competitiveness. · To review their performance in the context of their strategic objectives in the current global economic environment. · To assess the relevance of traditional models of strategy formulation and environmental scanning.
The primary purpose of the seminar is to analyze the global competitiveness and strategies of U.S. firms and compare their experience with and applicability to non-U.S. firms. · To provide participants with a general understanding of the process of strategy formulation and implementation by U.S.based global companies. · To examine the strategies by which these firms enhance their global competitiveness. · To review their performance in the context of their strategic objectives in the current global economic environment. · To assess the relevance of traditional models of strategy formulation and environmental scanning.
International Marketing : “Marketing Across Border”
English – 24 hrs. – Sem. 1 – Michael L. BARETTI (USA)
This seminar is intended to be a practical approach to international marketing in the global marketplace. You will be introduced to concepts, practical applications and best practices to enable you to improve managerial decision-making, with particular emphasis on understanding international marketing at the consumer level. The seminar objectives are: 1) To provide appropriate concepts, models and other tools to help make international marketing decisions on a global basis; 2) To help develop skills in planning and evaluating international marketing strategies; 3) To encourage students to take an active role in the learning process by demonstrating a grasp of the conceptual and practical aspects of the subject matter. The following assessment tools will be used: 1) individual and team case analyses; 2) class participation, which will measure the individual’s grasp of concepts, theories and strategies, as well as communications skills and personal achievement; 3) presentation activities, which will measure individual presentation, communication and teamwork skills. Assignment: The capstone aspect of the seminar is a high-level, team – based exercise using the case method. Students will be divided into small teams and each team will be required to read, analyze and present their recommended responses to an international marketing situation with strategic implications. In this work, it is expected that the students will apply the concepts, techniques and strategies covered previously during the seminar. Sufficient time will be provided to review the real-time solution to the case, so that the students have the opportunity compare their recommended strategies with those of the “experts.”
This seminar is intended to be a practical approach to international marketing in the global marketplace. You will be introduced to concepts, practical applications and best practices to enable you to improve managerial decision-making, with particular emphasis on understanding international marketing at the consumer level. The seminar objectives are: 1) To provide appropriate concepts, models and other tools to help make international marketing decisions on a global basis; 2) To help develop skills in planning and evaluating international marketing strategies; 3) To encourage students to take an active role in the learning process by demonstrating a grasp of the conceptual and practical aspects of the subject matter. The following assessment tools will be used: 1) individual and team case analyses; 2) class participation, which will measure the individual’s grasp of concepts, theories and strategies, as well as communications skills and personal achievement; 3) presentation activities, which will measure individual presentation, communication and teamwork skills. Assignment: The capstone aspect of the seminar is a high-level, team – based exercise using the case method. Students will be divided into small teams and each team will be required to read, analyze and present their recommended responses to an international marketing situation with strategic implications. In this work, it is expected that the students will apply the concepts, techniques and strategies covered previously during the seminar. Sufficient time will be provided to review the real-time solution to the case, so that the students have the opportunity compare their recommended strategies with those of the “experts.”
Management Learning from the Arts
English – 24 hrs. – Sem. 1 – Ariane BERTHOIN ANTAL (Germany/France/USA), Sybren TIJMSTRA (Netherlands)
The purpose of this seminar is to enable the participants to gain some insight into how the arts can • enhance their understanding of the experience economy trend • expand their approach to managing innovation and change • enrich their development as leaders The seminar will draw illustratively on multiple forms of art with diverse media inputs.
The purpose of this seminar is to enable the participants to gain some insight into how the arts can • enhance their understanding of the experience economy trend • expand their approach to managing innovation and change • enrich their development as leaders The seminar will draw illustratively on multiple forms of art with diverse media inputs.
Creativity Builds Business : People at the heart of business
English – 24 hrs. – Sem. 1 – Guy CLOUTIER (Canada)
Instill the students of IAE a sense of autonomy and responsibility by freeing their creative power. Allow students of IAE to develop their entrepreneurial culture by realizing their dreams.
Instill the students of IAE a sense of autonomy and responsibility by freeing their creative power. Allow students of IAE to develop their entrepreneurial culture by realizing their dreams.
Strategic Management of Innovation for Competitive Advantage
English – 24 hrs. – Sem. 1 – Robert DE FILLIPPI (USA)
This primary purpose of the seminar is to examine how innovation can be a source of competitive advantage for firms. Seminar participants will learn the following: - The many types of innovation and why it is so difficult to innovate - How to identify an innovation’s potential impact on markets and competition - How customers and technology adoption cycles influence innovation adoption and success - How to utilize innovation strategically to foster a company’s growth and competitive success.
This primary purpose of the seminar is to examine how innovation can be a source of competitive advantage for firms. Seminar participants will learn the following: - The many types of innovation and why it is so difficult to innovate - How to identify an innovation’s potential impact on markets and competition - How customers and technology adoption cycles influence innovation adoption and success - How to utilize innovation strategically to foster a company’s growth and competitive success.
Experience Strategy
English – G. GOPINATH
The objectives of the seminar are: a. To explore the meaning of ‘strategy.’ b. To build skills in using the theories and concepts of the field in practical situations.
The objectives of the seminar are: a. To explore the meaning of ‘strategy.’ b. To build skills in using the theories and concepts of the field in practical situations.
Mergers and Acquisitions
English – 24 hrs. – Sem. 1 – Nancy HUBBARD (USA/UK)
The objective of this seminar is to help participants better understand the complexities and issues facing companies which acquire. These topics covered will be: - Target selection and strategy - Pre-acquisition planning - The psychology of acquiring - Communication during acquisition - Acquisition implementation - Approaching joint ventures and alliances The information will be illustrated through theories, case studies, practical consulting tools, exercises and debate.
The objective of this seminar is to help participants better understand the complexities and issues facing companies which acquire. These topics covered will be: - Target selection and strategy - Pre-acquisition planning - The psychology of acquiring - Communication during acquisition - Acquisition implementation - Approaching joint ventures and alliances The information will be illustrated through theories, case studies, practical consulting tools, exercises and debate.
Conducting Business in Russia : Socio-economic, Marketing and
Cross-Cultural Aspects
English – 24 hrs. – Sem. 1 – Vladimir KOLCHANOV (Russian Federation)
After completion of the seminar students should be able to: · understand structure and organisation of the Russian political and administrative system · understand key trends of Russia’s economic and social development · know and understand industries playing the most important role in different regions of Russia · understand the most growing business segments in Russia · understand quality and level of social and market infrastructure development in Russia · understand different legal forms of doing business in Russia · understand current status and future trends of Russia-EU relationships in key areas · know and understand general peculiarities of Russia as a marketplace · understand how to consider these peculiarities for successful marketing of products/services to Russian customers · get basic understanding of Russian mentality · become familiar with Russian business culture and cross-cultural business challenges in Russia · get basic skills of running business negotiations with Russian counterparts.
After completion of the seminar students should be able to: · understand structure and organisation of the Russian political and administrative system · understand key trends of Russia’s economic and social development · know and understand industries playing the most important role in different regions of Russia · understand the most growing business segments in Russia · understand quality and level of social and market infrastructure development in Russia · understand different legal forms of doing business in Russia · understand current status and future trends of Russia-EU relationships in key areas · know and understand general peculiarities of Russia as a marketplace · understand how to consider these peculiarities for successful marketing of products/services to Russian customers · get basic understanding of Russian mentality · become familiar with Russian business culture and cross-cultural business challenges in Russia · get basic skills of running business negotiations with Russian counterparts.
Sustainable Development and Business:
From genuine commitment to risk management
English – René MORETTI (France)
Sustainability has already been overused and corrupted, and Business is generally considered as greatly being responsible in the present failure of sustainable development. This is right and wrong: There are a lot of bad, but also good examples, but it is clear that what has been done on the positive side is far from being enough. The seminar is intended • to define what actually is sustainable development: the only way to leave a viable heritage to future generations, and therefore a major objective for human being • to analyse the drivers and the effects of business activity, and particularly in global companies • to discuss sustainable indicators and different ways to address value creation • to design a practical management process that can be useful for any decision-maker who intends to contribute to building a more sustainable world
Sustainability has already been overused and corrupted, and Business is generally considered as greatly being responsible in the present failure of sustainable development. This is right and wrong: There are a lot of bad, but also good examples, but it is clear that what has been done on the positive side is far from being enough. The seminar is intended • to define what actually is sustainable development: the only way to leave a viable heritage to future generations, and therefore a major objective for human being • to analyse the drivers and the effects of business activity, and particularly in global companies • to discuss sustainable indicators and different ways to address value creation • to design a practical management process that can be useful for any decision-maker who intends to contribute to building a more sustainable world
Globalization ”Today : The Social and Management Challenge”
English – Paul TIFFANY (USA)
There can be no doubt that “globalization” is perhaps the most powerful force in society today, either locally or on a world-wide basis. It has shaped national politics, redefined economies the world over, and contributed to a rapidly changing social milieu that is apparent to anyone and everyone attentive to their environment. Yet while there is near universal acceptance of its significance, there is scant agreement on either the phenomenon’s efficacy for the world system or its durability. Has globalization been “good” or “bad” for society? This seminar will explore globalization from the perspective of the concerned businessperson and citizen who must navigate its waters in order to achieve organizational goals and objectives. We will structure the course around three key foundations: • Globalization in theory and practice: Its origins, intent, and expansion. • Managing the cross-border organization in the current era of globalization: Ways and means • Future directions for globalization: Where is the world going, and is it headed in the right path?
There can be no doubt that “globalization” is perhaps the most powerful force in society today, either locally or on a world-wide basis. It has shaped national politics, redefined economies the world over, and contributed to a rapidly changing social milieu that is apparent to anyone and everyone attentive to their environment. Yet while there is near universal acceptance of its significance, there is scant agreement on either the phenomenon’s efficacy for the world system or its durability. Has globalization been “good” or “bad” for society? This seminar will explore globalization from the perspective of the concerned businessperson and citizen who must navigate its waters in order to achieve organizational goals and objectives. We will structure the course around three key foundations: • Globalization in theory and practice: Its origins, intent, and expansion. • Managing the cross-border organization in the current era of globalization: Ways and means • Future directions for globalization: Where is the world going, and is it headed in the right path?
International Negotiation
English – Peter TUCKER (USA-France)
Provide participants with the necessary skills for negotiating, managing and doing business in almost any context. The course will also attempt to improve participant people skills which could significantly contribute to their ability to negotiate, manage and do business in almost any environment. Specifically, participants will learn negotiating and people skills and apply them in games and role plays.
Provide participants with the necessary skills for negotiating, managing and doing business in almost any context. The course will also attempt to improve participant people skills which could significantly contribute to their ability to negotiate, manage and do business in almost any environment. Specifically, participants will learn negotiating and people skills and apply them in games and role plays.
Faculty Advisor:
Eric CAUVIN
Masters Information:
+33 (0)4 42 28 09 20
masters(at)iae-aix.com
Continuing Education Information:
Sylvie PENNES
+33 (0)4 42 28 08 56
fcontinue(at)iae-aix.com
+33 (0)4 42 28 08 28