FALL SEMESTER EPHEC International Relations Office
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FALL SEMESTER EPHEC International Relations Office
Table of content : COURSE OFFER IN ENGLISH FALL SEMESTER INTERNATIONAL MARKETING MANAGEMENT ........................................................................... 3 CROSS CULTURAL BUSINESS MANAGEMENT........................................................................... 4 SOFT SKILLS DEVELOPMENT (interactive seminar) ..................................................................... 5 E.U. INSTITUTIONS ........................................................................................................................ 6 CORPORATE SOCIAL RESPONSIBILITY & BUSINESS ETICS .................................................... 7 BUSINESS ENGLISH SKILLS ......................................................................................................... 8 SALES TECHNIQUES ..................................................................................................................... 9 STRATEGIC MANAGEMENT ........................................................................................................ 10 BUSINESS CASE STUDIES ANALISIS ........................................................................................ 11 FRENCH AS A FOREIGN LANGUAGE ......................................................................................... 12 B2B MARKETING & PURCHASING .............................................................................................. 13 PRINCIPLES OF INTERNATIONAL LOGISTICS .......................................................................... 14 INTERNATIONAL BUSINESS & ECONOMICS ............................................................................. 15 MANAGEMENT & LEADERSHIP SKILLS ..................................................................................... 17 MINOR: E.U. POLICIES AND BUSINESS LOBBYING (15 ECTS) ................................................ 18 European Policies and Business Lobbying (6 ECTS) – code X3011 EUA ..................................... 18 Consultancy Mission (6 ECTS) – code X3012EUA ........................................................................ 19 Business English (3 ECTS) – code X3013EUA ............................................................................. 19 MINOR: SUPPLY CHAIN MANAGEMENT (15 ECTS) .................................................................. 20 Global Supply Chain Strategy (6 ECTS)- code X301SCM ............................................................. 20 Global Supply Chain Processes (6 ECTS) - code X302SCM......................................................... 21 Global Corporate Communication (3 ECTS) - code X302SCM ...................................................... 21 MINOR: COMMUNICATION (16 ECTS) ........................................................................................ 22 Communication (12 ECTS) ............................................................................................................ 22 Languages (4 ECTS) ..................................................................................................................... 23 EPHEC International Relations Office
INTERNATIONAL MARKETING MANAGEMENT
EPHEC code: ERA-IMM
5 ECTS – 2 contact hours/week - Fall or Spring semester
…………………………………………………………………………........................................................
Key statements/aims
This module is designed to:
• give the student basic knowledge in international trade
• make him understand the various strategies used in international marketing and apply them
to particular cases;
• define the export potential of a company;
• select potential export markets;
• suggest some practical export planning; for a product or service (without entering too much
into technical details).
• draw an export offer.
Indicative content
Part 1 : Macro-environment
• Economic and financial environment
• Political and legal environment;
• Cultural environment;
• Export diagnostic
• Selecting target markets
• Strategy
Part 2 : Devising commercial policy
• Internationalisation model
• P Product
• P Price
• P Promotion
Assessment
• Coursework: Exercises and Cases
• Continuous Assessment 40%
• January Examination 60%
Lecturer
Mr DEHENAIN Pascal (pdehenain@ephec.be)
EPHECCROSS CULTURAL BUSINESS MANAGEMENT
EPHEC code: ERA-CCBM
5 ECTS – 2 contact hours/week - Fall or Spring semester
…………………………………………………………………………........................................................
Key statements/aims
This module is designed to:
• get acquainted with intercultural communication issues
• make business communication more efficient
• get some understanding of the Belgian and EU business environment
• learn about cultural differences and behaviors for better relationships
• understand and apply adequate business etiquette, use adequate verbal and non-verbal
communication in a business environment
Indicative content
1. Brussels in a multicultural EU background
• Cultural Unity and Diversity in the EU
2. Defining intercultural communication:
• Defining culture
• Discovering aspects of the Belgian Culture
3. Cross-cultural issues
• Obstacles to efficient communication
• Stereotypes
• Regional differences
4. Management styles
• Trompenaars and Hofstede
• Comparing and analysing national management styles
5. Business Etiquette
Assessment
• Coursework: Exercises, Online and Offline Activities
• Continuous Assessment 100%
• No exam in January
Lecturers
Mr VUYLSTEKE Jean-François (jf.vuylsteke@ephec.be) and
Ms SAINT AMAND Sarah (s.saintamand@ephec.be)
EPHEC International Relations OfficeSOFT SKILLS DEVELOPMENT (interactive seminar)
EPHEC code: ERA-SSD
5 ECTS – 2 contact hours/week - Fall or Spring semester
…………………………………………………………………………........................................................
Key statements/aims
Business efficiency can be increased thanks to a good mastery of soft skills.
Neuroscience research has demonstrated the importance of emotional and social intelligence on
the professional development of organizations. A better understanding of emotions causes higher
efficiency and deeper involvement.
The purpose of this module is to open a door in the power and the use of emotions in
organizations, group dynamics and in every decision-making process.
Indicative content
Soft vs hard skills
Emotional intelligence & Social intelligence
Personality typology to understand workplace dynamics
Learning how to manage emotions in a professional environment:
Identifying emotions 20
Overcoming limiting beliefs and replace them with empowering beliefs
Techniques and tools for an efficient use
Communication skills
Teamwork and leadership
negotiation and conflict management
Assessment
Theoretical approach of the basic concepts
Experiential learning: Interactive approach on practical cases
role plays – simulations - games
Personal research on a case study
Continuous assessment 40% - Examination 60%
Lecturer
Ms NYSSENS Marie (tm.nyssens@ephec.be)
EPHEC International Relations OfficeE.U. INSTITUTIONS
EPHEC code : ERA-EUI
3 ECTS – 1 contact hours/week - Fall or Spring semester
…………………………………………………………………………......................................................
Key statements/aims
This module is designed to:
• get introduced to European issues to do business, to travel, or simply to understand our
contemporary world.
• get the opportunity to meet people from different origins to better grasp important cross-
cultural differences in doing business.
• get different practical professional skills to learn more about how to write a paper, present
an oral report, negotiate with foreign cultures and look for scientific information for a
research project…
Indicative content
Part 1. Geographical aspects
• States, Nations, People (a blind map of Europe, between cross-cultural differences &
stereotypes,)
Part 2. Socio-historic aspects
• Birth, Childhood, Grown-up (unity & diversity in history)
Part 3. Institutional, legal & regulatory aspects
• “La Maison Europe” (different actors and one system, an institutional issue,)
Part 4. Economic & Financial aspects
• “Le Bonheur National Brut “(European economies vs. European Economics,
Protectionism/Liberalism, economic issues according to study major,…)
Part 5. Political aspects
• A question of credibility (a question of credibility “inside Europe” & “outside Europe”,
The European Citizenship,)
Assessment
• Attendance compulsory
• Assessment in class (group work)
• Final exam (oral) in January
Lecturer
Mr DUCOBU Yung-Do (yd.ducobu@ephec.be)
EPHEC International Relations OfficeCORPORATE SOCIAL RESPONSIBILITY & BUSINESS ETICS
EPHEC code: ERA-CSR
5 ECTS – 2 contact hours/week - Fall or Spring semester
…………………………………………………………………………........................................................
Key statements/aims
The aim of this module is to make business students think about the ethical dilemmas implied in
business decisions as well as to show students why and how some companies have decided to
embrace social responsibility.
Students will be incited to question and analyse the impact some business activities and decisions
have on various stakeholders. The module should also enable them to think about their role as
socially responsible consumers, employees, citizens or investors.
Indicative content
•Incorporating Ethics into business
• Notions and concepts linked to CSR
• Fields covered by CSR
• Main actors in the world of CSR
• Stakeholders in a CSR approach
• Audit of a CSR company situation
• CSR implementation in companies
• Communicating about CSR
Assessment
Home individual preparations and class participation. Students will have to
read articles or book chapters, consult websites, view some programmes
before coming to class. Class contributions through various activities:
oral presentations, role-plays or debates where students will have to
demonstrate the use of the acquired notions in relevant class context.
Research and case studies as group assignments.
Course work/Continuous assessment 60% - Examination 40%
Lecturer
Ms NYSSENS Marie (tm.nyssens@ephec.be)
EPHEC International Relations OfficeBUSINESS ENGLISH SKILLS
EPHEC code: ERA-BE
5 ECTS – 2 contact hours/week - Fall or Spring semester
…………………………………………………………………………........................................................
Key statements/aims
This module is designed to:
• improve one’s language communication skills so as to make business communication in
English more efficient
• learn to operate in English in different business situations
• apply appropriate business etiquette
• present different topics and issues related to the presented units
Indicative content
1. Introduction. Better Communication skills in English – What for?
2. Making presentations
3. Applying for a job
• Writing a CV and getting prepared for the interview.
• Make an « elevator pitch »
4. Giving feedback
• Improving one’s team management techniques
5. Managing difficult customers
• Improving one’s objection management techniques.
Assessment
• Class preparation and participation 30%
• Main practical assignment 20%
• Finalexamination 50%
Lecturer
Mr VUYLSTEKE Jean-François (jf.vuylsteke@ephec.be)
EPHEC International Relations OfficeSALES TECHNIQUES
EPHEC code: ERA-ST
5 ECTS – 2 contact hours/week - Fall or Spring semester
…………………………………………………………………………........................................................
Key statements/aims
This module is designed to:
• present the students with the B2B sales process, from prospection to “face-to-face”
interviews and follow-up
• go through the B2B sales process using newly acquired tools and personal skills; the
students will be developing a “sales portfolio”, based on a fictive product/service
Indicative content
1. Introduction to B2B sales
2. Prospection: techniques and tools
• Prospection by telephone
• Prospection by e-mail
• Organisation of prospective visits and planning
3. Networking and personal branding 20
4. Client psychology: establishing a client relationship and
adapting to your client
5. Face-to-face interviews, negotiation and argumentation techniques
6. Client relationship management
7. Communication skills
Assessment
• Continuous Assessment 25%
• Exercises and Cases 25%
• Examination (oral) 50%
Lecturer
Ms GASPART Cécile (c.gaspart@ephec.be)
EPHEC International Relations OfficeSTRATEGIC MANAGEMENT
EPHEC code: ERA-SM
5 ECTS – 2 contact hours/week - Fall or Spring semester
…………………………………………………………………………........................................................
Key statements/aims
This module is designed to:
• improve the students’ communication and management skills
• open a door in the power and the use of emotions in organizations, group dynamics and in
every decision-making process
• provide soft skill tools and develop a responsible, critical and reflexive approach of
communication techniques with peers and in a professional environment
Indicative content
1. What is strategy? History
2. Strategic management in:
• value creation and value capturing, internal/external resources, competition, strategic
decision making, competitive positioning, supply and value chains, pricing strategies &
differentiations’ strategies
3. External Strategic Management principles:
• external factors, competitors, vision-mission and external direction, stakeholders, profit
tools, types of external strategies
4. Competitive strategies:
• Porter’s five forces and competition
5. Management errors, Corporate duties, Ethics, Sustainable competitive advantage, Role of
Innovation etc
Assessment
• Continuous Assessment 100%
Lecturer
Ms PAYAN Silvia (s.payan@ephec.be)
EPHEC International Relations OfficeBUSINESS CASE STUDIES ANALISIS
EPHEC code: ERA-BCSA
5 ECTS – 2 contact hours/week - Fall or Spring semester
………………………………………………………………………….......................................................
Key statements/aims
This module is designed to:
• help the student to analyze real Business case studies
• teach how to analyze a case as it will help the student to address virtually any business
problem
• analyze business cases by focusing on the most important facts and using this information
to determine the opportunities and problems facing that organization
• identify alternative courses of action to deal with the problems that have been identified
Indicative content
The following 12 case studies will be analysed:
• Huawei’s smartphone strategy
• Marks & Spencer & Zara: process competition in the textile industry
• Tata Nano’s execution failure
• Sunac’s acquisition of Greentown in the Chinese Real Estate Market
• Compte-Nickel: creating new demand in the retail banking sector
• Private Equity in Emerging markets
• Tesla motors: disrupting the auto industry?
• Axiom law redefined: Innovation in legal services
• Shoe manufacturer Clarks in Africa
• Reorganizing healthcare delivery through a value-based approach
• Algramo: smart purchasing
• Nokia: the inside story of the rise and fall of a technology giant
Assessment
• Continuous assessment 100%
• No exam
Lecturer
Ms PAYAN Silvia (s.payan@ephec.be)
EPHEC International Relations OfficeFRENCH AS A FOREIGN LANGUAGE
EPHEC code: ERA-FLE
5 ECTS – 2 contact hours/week - Fall or Spring semester
…………………………………………………………………………........................................................
2 levels are proposed (during the FALL semester):
FLE 1: BASIC/BEGINNER
FLE 2: INTERMEDIATE (B1-B2)
Key statements/aims
This module is designed to:
• make it possible for non-French speakers to improve their knowledge of French as a foreign
language especially for oral skills
Indicative content
• Grammar and vocabulary (input depends on the actual level of the learners)
• Everyday situations, professional situations, exercises and games
• Content is influenced by the needs and desires of the students who are encouraged to
express them difficult to define some strict course content especially for the
intermediate and advanced levels
• For really advanced students, it is possible to replace class attendance by a practical
assignment leading to the writing of a report to be defended orally. Distant learning
would then be possible for students studying at our Louvain-la-Neuve campus.
Assessment
• Permanent assessment
• Course attendance and assignments will lead to grading.
• Oral & written exam
Lecturer
Ms MANNE Nadine (n.manne@ephec.be)
EPHEC International Relations OfficeB2B MARKETING & PURCHASING
EPHEC code: MK201
5 ECTS – 2 contact hours/week - Fall semester ONLY
…………………………………………………………………………......................................................
Key statements/aims
This module is designed to:
• Discover how marketing strategies are adapted to business situations
• Explain the importance of purchasing and sales within companies
• Understand the importance of communication within business relationships
• Focus on the most important quality standards designed for businesses
Indicative content
• Challenges faced by companies nowadays
• The importance of companies’ ecosystems and value chains
• From BtoC to BtoB marketing strategies
• Purchasing as part of companies’ global strategies through real business cases
• From the BtoC to the BtoB marketing mix (Product, Service, Price, Communication),
including quality standards and controls
Assessment
Practical assignments
Written exam in January
Lecturer
Ms BOIZARD DAPHN2E (d.boizard@ephec.be)
EPHEC International Relations OfficePRINCIPLES OF INTERNATIONAL LOGISTICS
EPHEC code: X205
5 ECTS – 3 contact hours/week - Fall semester ONLY
…………………………………………………………………………........................................................
Key statements/aims
This module is designed to:
• teach about the strategic role of logistics and its impact on a company competitive strategy
• teach about the management of procurement operations, supplier selection, evaluation,
negotiation and relationship management with suppliers
• suggest efficient international transport solutions
• examine the strategic importance of distribution, warehouse and plan location
• consider macro environmental influences on international logistics
Indicative content
• Jobs in the logistics function
• Internal and external logistics partners
• Performance indicators in the logistics
• Management of international transport in companies
• Choice of a transport solution, incoterm, modes of transport
• Procurement: strategy, processes, selection, evaluation of the suppliers, negotiation
and relationship management with suppliers
• Quality management in transports and procurement
• Financial performance indicators in logistics
• Materials handling principles
Assessment
• Written exam
Lecturer
Mr J. NIEUWENHUYS (j.niewenhuis@ephec.be)
EPHEC International Relations OfficeINTERNATIONAL BUSINESS & ECONOMICS
EPHEC code: X3031
5 ECTS – 2 contact hours/week - Fall semester ONLY
…………………………………………………………………………......................................................
Key statements/aims
This module is designed to:
• give the student basic knowledge in international trade
• make him understand the various strategies used in international marketing and apply them
to particular cases;
• define the export potential of a company;
• select potential export markets;
• suggest some practical export planning; for a product or service (without entering too much
into technical details).
• draw an export offer.
Indicative content
Part 1 : Macro-environment
• Economic and financial environment
• Political and legal environment;
• Cultural environment;
• Export diagnostic
• Selecting target markets
• Strategy
Part 2 : Devising commercial policy
• Internationalisation model
• P Product
• P Price
• P Promotion
Assessment
• Coursework: Exercises and Cases
• Continuous Assessment 40%
• January Examination 60%
Lecturers
Ms NOUVEAU Patricia (p.nouveau@ephec.be) and
Ms FACHCKOUL Karima (k.fachkoul@ephec.be)
EPHEC International Relations OfficeINTERNATIONAL MARKETS
EPHEC code: X3032
2 ECTS – 1 contact hours/week - Fall semester ONLY
…………………………………………………………………………........................................................
Choose 1 market among the following ones:
• X303-X3032 AMAR (Arab World)
• X303-X3032 AMAS (China)
• X303-X3032 AMUS (USA)
• X303-X3032 AMAF (Sub-Saharian Africa)
Key statements/aims
This module is designed to:
• enable students to become more familiar with and to develop knowledge about the political,
economic, social and cultural role of the chosen subject in the world
• encourage students to form a personal and critical opinion enabling them to compare
various aspects expressing themselves in English/Spanish after a good understanding and
mastering of some of the information given in class.
Indicative content
• Presentation and analysis by the teacher of the political, economic and social systems as
well as of some historical, cultural and religious aspects of the chosen subject
Assessment
• Examination 100%
Lecturer
Contact the International Office
EPHEC International Relations OfficeMANAGEMENT & LEADERSHIP SKILLS
EPHEC code: X3011
4 ECTS – 3 contact hours/week - Fall semester ONLY
…………………………………………………………………………........................................................
Key statements/aims
This module is designed to:
• enable students to become more familiar with and to develop knowledge about the
management skills of an organization in an international environment, as well as
entrepreneurship skills
• enable students to get to know the key steps of the human resources management of an
organization
• encourage students to form a personal and critical opinion enabling them to compare
various aspects expressing themselves in English after a good understanding and
mastering of some of the information given in class.
Indicative content
• Project Management
• Human Resources Management
• Organization management in context
Assessment
• Continuous assessment 50%
• Examination 50%
Lecturer
Ms DUBUISSON Vinciane (v.dubuisson@ephec.be)
EPHEC International Relations OfficeMINOR: E.U. POLICIES AND BUSINESS LOBBYING (15 ECTS) EPHEC code: EU PACK 15 ECTS – 8 contact hours/week - Fall semester ONLY …………………………………………………………………………........................................................ Introduction Are proposed in this programme three courses interactive and practical in nature (including problem-based learning, case studies and practical exercises), all taught in English. European Policies and Business Lobbying (6 ECTS) Consultancy Mission (6 ECTS) Business English (3 ECTS) European Policies and Business Lobbying (6 ECTS) – code X3011 EUA Key statements/aims European policies and business lobbying aims to prepare students as much as possible for a career in a public organisation with European or cross-national missions, in the public affairs division of a private corporation or in a business consultancy firm. This course unit provides students with an approach to current European Union issues from a business perspective. It gives students the opportunity to accurately comprehend the legal and economic environment that companies have to deal with when operating on the European market and to react accordingly in a professional environment. Indicative content European policies and business lobbying is the first prong of the two-pronged EU Affairs tuition programme (see EU affairs -consultancy mission): this part is made of three courses related to EU institutions and policies as well as EU-driven business strategies: 1. EU Decision–making process and business lobbying (30 periods) 2. Doing Business in the European Union (30 periods) 3. Innovation in Europe (15 periods) Series of conferences by European public affairs experts and visits of European institutions/business associations complete the teaching program. Assessment The different modules and conferences set out above will be the subject of a written exam (100%) at the end of the semester Lecturers Karima FACHQOUL, Patricia NOUVEAU, Soren HYLDSTRUP LARSEN EPHEC International Relations Office
Consultancy Mission (6 ECTS) – code X3012EUA Key statements/aims EU public affairs consultancy mission aims to prepare students as much as possible for a career in a public organisation with European or cross-national missions, in the public affairs division of a private corporation or in a business consultancy firm. To enable students to work on a concrete case study and to experience a real-life professional situation related to EU public affairs is the primary goal of the activity. Indicative content The EU public Affairs consultancy mission is second prong of the two-pronged EU public affairs and business lobbying programme programme. Students are entrusted with two tasks: TASK ONE: divided into groups of four/five persons, students will have to analyse a European-oriented business case into depth and provide a strategy and solutions at the European Union level. TASK TWO: Each group will present the findings of their written report and defend them orally in front of a jury at the end of the semester. Details concerning the business cases to be studied will be given at the outset of the semester. Assessment Each group of students will have to hand in a written report to be presented and defended orally later during the semester. Reports and oral presentations will be evaluated. Continuous evaluation: 100% Lecturers Patricia NOUVEAU, Soren HYLDSTRUP LARSEN Business English (3 ECTS) – code X3013EUA Key statements/aims This module is designed to make business communication in English more efficient, learn vocabulary related to the E.U. Affairs & acquire professional Business English skills Indicative content Business English related to the E.U. Affairs Assessment Continuous evaluation: 100% Lecturer Ruth MENSAERT EPHEC International Relations Office
MINOR: SUPPLY CHAIN MANAGEMENT (15 ECTS)
EPHEC code: GSC PACK
15 ECTS – 8 contact hours/week - Fall semester ONLY
…………………………………………………………………………........................................................
Introduction
Are proposed in this programme three courses interactive and practical in nature (including
problem-based learning, case studies and practical exercises), all taught in English.
Global Supply Chain Strategy (6 ECTS, 3 contact hours/week)
Global Supply Chain Processes (6 ECTS, 4 contact hours/week)
Global Corporate Communication (3 ECTS, 2 contact hours/week)
Global Supply Chain Strategy (6 ECTS)- code X301SCM
Key statements/aims
This module is designed to show the main aspects of a supply chain and the tools and methods
available to companies for improving their supply chain effectiveness.
Indicative content
• Managing logistics internationally (drivers, implications, risks, challenge and
organization, KPI’s)
• Managing material flow (planning and control, balance score card)
• Aligning the supply chain (the agile supply chain)
• Integrating the supply chain (internal and external integration, ECR, CPFR, VMI, QR,
etc.)
• Managing buyer-seller relationships
• Thinking about logistics future
Assessment
• Continuous assessment 20%
• Written or oral examination 80% (multiple choice or open-ended questions)
Lecturers
Ariane BONTEMPS
EPHECGlobal Supply Chain Processes (6 ECTS) - code X302SCM
Key statements/aims
This module is designed to enable the students thanks to case studies, company visits, and
presentations by guest lecturers to visualize, understand and present an audit of a company
supply chain with recommendations
Indicative content
• Auditing methodology
• Project and change management
• Balance score cards and KPI’s.
• Cost calculation
Assessment
• Group assignment, Individual or group reports on workshops or company visits
• Course work 70%
• Continuous assessment 30%
Lecturers
Djazia BESSALAH, Stephane CHALAIS
Global Corporate Communication (3 ECTS) - code X302SCM
Key statements/aims
This module is designed to:
• improve one’s language communication skills so as to make business communication in
English more efficient
• learn vocabulary related to the SC Management
• acquire professional Business English skills
Indicative content
Business English related to the SC Management sector
Assessment
Continuous evaluation: 100%
Lecturer
Djazia BESSALAH
EPHEC International Relations OfficeMINOR: COMMUNICATION (16 ECTS)
EPHEC code: COM PACK
15 ECTS – 8 contact hours/week - Fall semester ONLY
…………………………………………………………………………........................................................
Introduction
Are proposed in this programme 2 courses interactive and practical in nature (including problem-
based learning, case studies and practical exercises), all taught in English.
Communication (12 ECTS, 7 contact hours/week)
Langues (4 ECTS, 2 contact hours/week)
Communication (12 ECTS)
Key statements/aims
This module is designed to:
• allow the students to be aware of the preparatory stages for the realization of a
communication campaign
• give the students the real tools of the communication strategy carried out throughout these
preparatory stages
• allow the students to master the elements of the workings in an agency
• allow the students to understand the psychology of the communication target
Indicative content
• Explanation of the workings of a communication agency.
• Development of a briefing provided by the client to the agency as well as the one provided
by the agency account to the creatives.
• Deepening of the concepts of positioning, target, SWOT.
• Research (desk, qualitative and quantitative surveys).
• Elements of psychology applied to communication.
Assessment
• Case study 40%
• Examination 60%
Lecturers
Daphnée BOIZARD, Monique GERRITSEN
EPHECLanguages (4 ECTS)
Key statements/aims
This module is designed to:
• improve one’s language communication skills so as to make business communication in
English more efficient
• learn vocabulary related to the Communication sector
• acquire professional Business English skills
Indicative content
Business English related to the Communication sector
Assessment
Continuous evaluation : 100%
Lecturers
Various lecturers
EPHEC International Relations OfficeSPRING SEMESTER EPHEC
TABLE DES MATIERES COURSE OFFER IN ENGLISH- SPRING SEM. INTERNATIONAL MARKETING MANAGEMENT ......................................................................... 26 CROSS CULTURAL BUSINESS MANAGEMENT......................................................................... 27 SOFT SKILLS DEVELOPMENT (interactive seminar) .................................................................. 28 E.U. INSTITUTIONS ...................................................................................................................... 29 CORPORATE SOCIAL RESPONSIBILITY & BUSINESS ETICS .................................................. 30 BUSINESS ENGLISH SKILLS ....................................................................................................... 31 SALES TECHNIQUES ................................................................................................................... 32 STRATEGIC MANAGEMENT ........................................................................................................ 33 BUSINESS CASE STUDIES ANALISIS ........................................................................................ 34 FRENCH AS A FOREIGN LANGUAGE ......................................................................................... 35 LOBBYING & NETWORKING IN BRUSSELS ............................................................................... 36 DOING BUSINESS ABROAD (seminar) ........................................................................................ 37 EUROPEAN BUSINESS & ECONOMICS ..................................................................................... 39 WORK PLACEMENT ..................................................................................................................... 40 COMPANY-RELATED PROJECT WORK ..................................................................................... 41 EPHEC
INTERNATIONAL MARKETING MANAGEMENT
EPHEC code: ERA-IMM
5 ECTS – 2 contact hours/week - Fall or Spring semester
…………………………………………………………………………........................................................
Key statements/aims
This module is designed to:
• give the student basic knowledge in international trade
• make him understand the various strategies used in international marketing and apply them
to particular cases;
• define the export potential of a company;
• select potential export markets;
• suggest some practical export planning; for a product or service (without entering too much
into technical details).
• draw an export offer.
Indicative content
Part 1 : Macro-environment
• Economic and financial environment
• Political and legal environment;
• Cultural environment;
• Export diagnostic
• Selecting target markets
• Strategy
Part 2 : Devising commercial policy
• Internationalisation model
• P Product
• P Price
• P Promotion
Assessment
• Coursework: Exercises and Cases
• Continuous Assessment 40%
• January Examination 60%
Lecturer
Mr DEHENAIN Pascal (pdehenain@ephec.be)
EPHEC International Relations OfficeCROSS CULTURAL BUSINESS MANAGEMENT
EPHEC code: ERA-CCBM
5 ECTS – 2 contact hours/week - Fall or Spring semester
…………………………………………………………………………........................................................
Key statements/aims
This module is designed to:
• get acquainted with intercultural communication issues
• make business communication more efficient
• get some understanding of the Belgian and EU business environment
• learn about cultural differences and behaviors for better relationships
• understand and apply adequate business etiquette, use adequate verbal and non-verbal
communication in a business environment
Indicative content
1. Brussels in a multicultural EU background
• Cultural Unity and Diversity in the EU
2. Defining intercultural communication:
• Defining culture
• Discovering aspects of the Belgian Culture
3. Cross-cultural issues
• Obstacles to efficient communication
• Stereotypes
• Regional differences
4. Management styles
• Trompenaars and Hofstede
• Comparing and analysing national management styles
5. Business Etiquette
Assessment
• Coursework: Exercises, Online and Offline Activities
• Continuous Assessment 100%
• No exam in January
Lecturers
Mr VUYLSTEKE Jean-François (jf.vuylsteke@ephec.be) and
Ms SAINT AMAND Sarah (s.saintamand@ephec.be)
EPHEC International Relations OfficeSOFT SKILLS DEVELOPMENT (INTERACTIVE
SEMINAR)
EPHEC code: ERA-SSD
5 ECTS – 2 contact hours/week - Fall or Spring semester
…………………………………………………………………………........................................................
Key statements/aims
Business efficiency can be increased thanks to a good mastery of soft skills.
Neuroscience research has demonstrated the importance of emotional and social intelligence on
the professional development of organizations. A better understanding of emotions causes higher
efficiency and deeper involvement.
The purpose of this module is to open a door in the power and the use of emotions in
organizations, group dynamics and in every decision-making process.
Indicative content
Soft vs hard skills
Emotional intelligence & Social intelligence
Personality typology to understand workplace dynamics
Learning how to manage emotions in a professional environment:
Identifying emotions 20
Overcoming limiting beliefs and replace them with empowering beliefs
Techniques and tools for an efficient use
Communication skills
Teamwork and leadership
negotiation and conflict management
Assessment
Theoretical approach of the basic concepts
Experiential learning: Interactive approach on practical cases
role plays – simulations - games
Personal research on a case study
Continuous assessment 40% - Examination 60%
Lecturer
Ms NYSSENS Marie (tm.nyssens@ephec.be)
EPHEC International Relations OfficeE.U. INSTITUTIONS
EPHEC code : ERA-EUI
3 ECTS – 1 contact hours/week - Fall or Spring semester
…………………………………………………………………………......................................................
Key statements/aims
This module is designed to:
• get introduced to European issues to do business, to travel, or simply to understand our
contemporary world.
• get the opportunity to meet people from different origins to better grasp important cross-
cultural differences in doing business.
• get different practical professional skills to learn more about how to write a paper, present
an oral report, negotiate with foreign cultures and look for scientific information for a
research project…
Indicative content
Part 1. Geographical aspects
• States, Nations, People (a blind map of Europe, between cross-cultural differences &
stereotypes,)
Part 2. Socio-historic aspects
• Birth, Childhood, Grown-up (unity & diversity in history)
Part 3. Institutional, legal & regulatory aspects
• “La Maison Europe” (different actors and one system, an institutional issue,)
Part 4. Economic & Financial aspects
• “Le Bonheur National Brut” (European economies vs. European Economics,
Protectionism/Liberalism, economic issues according to study major,…)
Part 5. Political aspects
• A question of credibility (a question of credibility “inside Europe” & “outside Europe”,
The European Citizenship,)
Assessment
• Attendance compulsory
• Assessment in class (group work)
• Final exam (oral) in January
Lecturer
Mr DUCOBU Yung-Do (yd.ducobu@ephec.be)
EPHEC International Relations OfficeCORPORATE SOCIAL RESPONSIBILITY & BUSINESS ETICS
EPHEC code: ERA-CSR
5 ECTS – 2 contact hours/week - Fall or Spring semester
…………………………………………………………………………........................................................
Key statements/aims
The aim of this module is to make business students think about the ethical dilemmas implied in
business decisions as well as to show students why and how some companies have decided to
embrace social responsibility.
Students will be incited to question and analyse the impact some business activities and decisions
have on various stakeholders. The module should also enable them to think about their role as
socially responsible consumers, employees, citizens or investors.
Indicative content
• Incorporating Ethics into business
• Notions and concepts linked to CSR
• Fields covered by CSR
• Main actors in the world of CSR
• Stakeholders in a CSR approach
• Audit of a CSR company situation
• CSR implementation in companies
• Communicating about CSR
Assessment
Home individual preparations and class participation. Students will have to
read articles or book chapters, consult websites, view some programmes
before coming to class. Class contributions through various activities:
oral presentations, role-plays or debates where students will have to
demonstrate the use of the acquired notions in relevant class context.
Research and case studies as group assignments.
Course work/Continuous assessment 60% - Examination 40%
Lecturer
Ms NYSSENS Marie (tm.nyssens@ephec.be)
EPHEC International Relations OfficeBUSINESS ENGLISH SKILLS
EPHEC code: ERA-BE
5 ECTS – 2 contact hours/week - Fall or Spring semester
…………………………………………………………………………........................................................
Key statements/aims
This module is designed to:
• improve one’s language communication skills so as to make business communication in
English more efficient
• learn to operate in English in different business situations
• apply appropriate business etiquette
• present different topics and issues related to the presented units
Indicative content
6. Introduction. Better Communication skills in English – What for?
7. Making presentations
8. Writing reports – Telephoning
• What makes business written and verbal communication more efficient
9. Giving feedback
• Improving one’s team management techniques
10. Managing difficult customers
• Improving one’s objection management techniques.
11. Applying for a job
• Writing a CV and getting prepared for the interview.
Assessment
• Class preparation and participation 30%
• Main practical assignment 20%
• Finalexamination 50%
Lecturer
Mr VUYLSTEKE Jean-François (jf.vuylsteke@ephec.be)
EPHEC International Relations OfficeSALES TECHNIQUES
EPHEC code: ERA-ST
5 ECTS – 2 contact hours/week - Fall or Spring semester
…………………………………………………………………………........................................................
Key statements/aims
This module is designed to:
• present the students with the B2B sales process, from prospection to “face-to-face”
interviews and follow-up
• go through the B2B sales process using newly acquired tools and personal skills; the
students will be developing a “sales portfolio”, based on a fictive product/service
Indicative content
3. Introduction to B2B sales
4. Prospection: techniques and tools
• Prospection by telephone
• Prospection by e-mail
• Organisation of prospective visits and planning
3. Networking and personal branding
20
4. Client psychology: establishing a client relationship and
adapting to your client
5. Face-to-face interviews, negotiation and argumentation techniques
6. Client relationship management
7. Communication skills
Assessment
• Continuous Assessment 25%
• Exercises and Cases 25%
• Examination (oral) 50%
Lecturer
Ms GASPART Cécile (c.gaspart@ephec.be)
EPHEC International Relations OfficeSTRATEGIC MANAGEMENT
EPHEC code: ERA-SM
5 ECTS – 2 contact hours/week - Fall or Spring semester
…………………………………………………………………………........................................................
Key statements/aims
This module is designed to:
• improve the students’ communication and management skills
• open a door in the power and the use of emotions in organizations, group dynamics and in
every decision-making process
• provide soft skill tools and develop a responsible, critical and reflexive approach of
communication techniques with peers and in a professional environment
Indicative content
1. What is strategy? History
2. Strategic management in:
• value creation and value capturing, internal/external resources, competition, strategic
decision making, competitive positioning, supply and value chains, pricing strategies &
differentiations’ strategies
3. External Strategic Management principles:
• external factors, competitors, vision-mission and external direction, stakeholders, profit
tools, types of external strategies
4. Competitive strategies:
• Porter’s five forces and competition
5. Management errors, Corporate duties, Ethics, Sustainable competitive advantage, Role of
Innovation etc.
Assessment
• Continuous Assessment 100%
Lecturer
Ms PAYAN Silvia (s.payan@ephec.be)
EPHEC International Relations OfficeBUSINESS CASE STUDIES ANALISIS
EPHEC code: ERA-BCSA
5 ECTS – 2 contact hours/week - Fall or Spring semester
………………………………………………………………………….......................................................
Key statements/aims
This module is designed to:
• help the student to analyze real Business case studies
• teach how to analyze a case as it will help the student to address virtually any business
problem
• analyze business cases by focusing on the most important facts and using this information
to determine the opportunities and problems facing that organization
• identify alternative courses of action to deal with the problems that have been identified
Indicative content
The following 12 case studies will be analysed:
• Huawei’s smartphone strategy
• Marks & Spencer & Zara: process competition in the textile industry
• Tata Nano’s execution failure
• Sunac’s acquisition of Greentown in the Chinese Real Estate Market
• Compte-Nickel: creating new demand in the retail banking sector
• Private Equity in Emerging markets
• Tesla motors: disrupting the auto industry?
• Axiom law redefined: Innovation in legal services
• Shoe manufacturer Clarks in Africa
• Reorganizing healthcare delivery through a value-based approach
• Algramo: smart purchasing
• Nokia: the inside story of the rise and fall of a technology giant
Assessment
• Continuous assessment 100%
• No exam
Lecturer
Ms PAYAN Silvia (s.payan@ephec.be)
EPHEC International Relations OfficeFRENCH AS A FOREIGN LANGUAGE
EPHEC code: ERA-FLE
5 ECTS – 2 contact hours/week - Fall or Spring semester
…………………………………………………………………………........................................................
Key statements/aims
This module is designed to:
• make it possible for non-French speakers to improve their knowledge of French as a foreign
language especially for oral skills
Indicative content
• Grammar and vocabulary (input depends on the actual level of the learners)
• Everyday situations, professional situations, exercises and games
• Content is influenced by the needs and desires of the students who are encouraged to
express them difficult to define some strict course content especially for the
intermediate and advanced levels
• For really advanced students, it is possible to replace class attendance by a practical
assignment leading to the writing of a report to be defended orally. Distant learning
would then be possible for students studying at our Louvain-la-Neuve campus.
Assessment
• Permanent assessment
• Course attendance and assignments will lead to grading.
• Oral & written exam
Lecturer
Ms MANNE Nadine (n.manne@ephec.be)
EPHEC International Relations OfficeLOBBYING & NETWORKING IN BRUSSELS
EPHEC code: ERA-LOB
5 ECTS – 2 contact hours/week - Spring semester ONLY
…………………………………………………………………………........................................................
Key statements/aims
This module is designed to:
introduce the EU Lobby world issues through a practical approach
give the opportunity to meet EU insiders from different sectors (public, diplomatic and
private sectors) to give a better understanding of lobbying in Brussels
provide different practical professional skills to learn more about how to build a lobby
campaign, how to connect to the right people at the right moment
share recent lobby experiences in the Brussels “EU bubble” and explaining via concrete
examples that networking constitutes an important part in the lobbying process
Indicative content
1. A practical approach to lobbying:
• Definition and Origins of Lobbying
• Lobbying in Brussels: open game or hidden influence & collective practice through
networking
• Lobbyists in the European Union & Lobbying Techniques
2. A concrete approach to networking
• Origins and definition of networking
• Building your own network & using it
3. Influencing tools for lobbying actors in the decision-making process
• The EU decision-making process
• How to approach concretely the institutions?
4. Practical tips for effective lobbying in the Brussels EU maze
• Regions and cities as part of the European policy making process
• New programming period 2014-2020 and new institutional start
• Lobbying through networking: when regions work together
• New era post-crisis – New needs
Assessment - attendance compulsory (courses and visits)
• Assessment in class (case study and/or group work)
• Final examination
Lecturer : Mr GOERGEN Pascal (p.goergen@ephec.be) www.pascalgoergen.eu
EPHEC International Relations OfficeDOING BUSINESS ABROAD (SEMINAR)
EPHEC code: ERA-SEM
3 ECTS – 2 contact hours/week - Fall or Spring semester
…………………………………………………………………………........................................................
Key statements/aims
Our specialized “BUSINESS SEMINARS” are short thematic seminars focusing on “DOING
BUSINESS ABROAD” and taught by international lecturers invited by EPHEC.
These seminars are aimed at providing the students with specialized practical skills in
internationalization, through 4 practical half day seminars and a company visit organized by
EPHEC.
Export strategies & international success stories
International markets & interculturality
Presentation of different sectors and (international) companies
Business case studies
Indicative content & Methodology
Exchange students will enjoy, during a dedicated period of 4 days, a programme of:
• 2 half day academic sessions with an assignment to prepare in group of different
nationalities and to present to the international lecturers on a trade fair-based activity
• 4 half day academic lectures gathered during the same week + debates
• and a company visit organized by EPHEC
Each of the 6 academic sessions & seminars lasts 3 hours (of lecture/conference, preparation,
work in group round table, and exchanges).
Assessment
To get the 3 credits associated with this module, students will:
attend various workshops, one at the beginning of the semester on Wednesday 20
February and several during the actual “Doing Business Abroad” International Teaching
Week;
prepare a poster to be presented to EPHEC and guest lecturers on 18 March (the first
afternoon of the ITW)
write a 10-page report on one of the guest lecturers ’workshops (assigned to the students at
the end of the ITW)
EPHEC International Relations OfficeINTRODUCTORY SESSION (10% of the grades)
Before the session
Each student will do some research on one or several successful exporting companies from
his/her country of origin and come with their name and some basic information on that company.
During the session
Groups will be formed, and companies will be selected.
Students will be presented with precise instructions for the poster assignment.
A template for the poster session will be presented.
After the session
Students will work in group to prepare the poster session
POSTER PRESENTATION (25% of the grades)
All groups of students will be in the same room around the poster they will have designed to
present the exporting strategy of their company.
Students will represent that company and spend 10 minutes receiving in turn each EPHEC
and guest lecturer to explain their export strategy on various markets (including their CSR
strategy as it is important on some export markets).
Lecturers will evaluate the groups on their poster, the depth of their knowledge on their
exporting strategy and their convincing power.
WORSHOPS BY GUEST LECTURERS (30% of the grades)
COMPANY VISIT (10% of the grades)
WRITTEN REPORT (30% of the grades)
Lecturer
International lecturers
Coordinators of this module are members of the EPHEC International Office
Françoise De Waele, Frédéric Simonis, Jean-Michel Grégoire
EPHEC International Relations OfficeEUROPEAN BUSINESS & ECONOMICS EPHEC code: X210 5 ECTS – 3 contact hours/week - Spring semester ONLY …………………………………………………………………………........................................................ Key statements/aims Indicative content Assessment - attendance compulsory (courses and visits) Lecturer: EPHEC International Relations Office
WORK PLACEMENT
EPHEC code ERA-WP
14 ECTS – full-time - Spring semester ONLY
…………………………………………………………………………........................................................
Key statements/aims
This module is designed:
to help students enter professional life more rapidly
to make it possible for them to gain some professional experience and to get some practice valued on
the job market
to help them compare theoretical knowledge and practical experience in order to master some
professional tools
to teach students how to behave in a professional environment by enabling them to acquire the right
reflexes.
Indicative content
The requirements of both companies and students can vary a lot.
Our students should be in charge of tasks linked to their fields of study.
supervisor and by an Ephec supervisor.
Required documents and compulsory appointments
Work placement agreement.
Written instructions on how to behave within the company, and on how to draw up the final report.
Assessment and attendance sheets.
Information session before the beginning of the work placement.
Monthly progress reports and appointments with an Ephec supervisor.
Assessment
Company Written report June ECTS
Involvement supervisor and oral credits
assessment defence
10 60 30 18
EPHEC supervisor/coach : Mr Simonis Frédéric
EPHEC International Relations OfficeCOMPANY-RELATED PROJECT WORK
EPHEC code ERA-CRPW
16 ECTS – full-time - Spring semester ONLY
…………………………………………………………………………........................................................
Key statements/aims
The “Company-Related Project Work” is a possibility given to students to earn 16 ECTS credit showing
they can write down and present orally an individual report showing understanding of the link between
theoretical notions related to their field of study and the application of these theories in business life.
Students will :
• go beyond mere compilation and reproduction of existing theories;
• produce and present personal, practical and reflective work showing how theory is applied in
practice in the context of an organization, identifying discrepancies or issues, looking for solutions
to existing challenges and offering practical recommendations.
Selection of a topic
The students will take advantage of their integration in a business environment to observe the workings
of the organization and compare it with what they studied during they courses at EPHEC or within their
partner institution.
• Observation phase. The company industry, sector, markets, resources, …
• Selection of a field of research linked to a specific theoretical framework dealt with during his/her
studies.
Content of the report
The student will have to:
Clear presentation of the company and sector of activity
Summary of the theoretical approach based on existing literature
Description of how this theoretical approach is applied in the company
Suggestion of reasons for discrepancies between theory and practice
Presentation and explanation of some issues met within the company
Presentation of realistic recommendations to deal with these issues
The students should hand in a professional report and defend it orally in front of a jury - in a concise,
practical, and realistic way.
Assessment
Written report 50% - Oral presentation: 50%
EPHEC supervisor/coach: Mrs Françoise DE WAELE
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