Syllabus：Corporate Finance

Name of the course Corporate Finance

Code of the course 2.063.0311

Type of the course Core course

Major Accounting

Semester 6

Prerequisites Economics, Accounting

Total class hours 54

Total credits 3

Department College of International Commerce and Finance

Written by Shi Qing

Supervised by

Date 2011.5.10

I. Aim of the course

This course aims to provide the students with the fundamental concepts, principles and

approaches of corporate finance, enable the students to apply relevant principles and approaches in

solving problems of corporate finance and help the students improve their overall capacities.

II. Prerequisites

The prerequisites are economics and accounting. The students should have an understanding

of the fundamentals of economics and accounting. Mathematical aptitude and language

competence in English are also required.

III. Course outline

Introduction to corporate finance

Class hours: 3

Topics: basic types of financial management decisions, the role of the financial manager,

forms of business organizations, the goal of financial management, the agency problem.

Requirements: know the role of the financial manager; understand the different forms of

business organization; be able to interpret the basic types of financial management decisions; be

able to interpret the goal of financial management; be able to interpret the agency cost and the

agency problem.

Emphasis: basic types of financial management decisions, the goal of financial management,

the agency problem.

Chapter 1 Financial statements and cash flow

Class hours: 3

Topics: balance sheet, income statement, cash flow, financial statement analysis.

Requirements: know the content of balance sheet and income statement; be able to compute

cash flows; be able to conduct financial statement analysis.

Emphasis: computing cash flows; computing and interpreting financial ratios; conducting

trend analysis and Du Pont analysis.

Chapter 2 The time value of money

Class hours: 6

Topics: the time value of money, future value and compounding, present value and

discounting, uneven cash flow and annuity, discounted cash flow valuation.

Requirement: understand the meaning of the time value of money; be able to compute the

present value and future value of various types of cash flows; be able to use discounted cash flow

valuation.

Emphasis: the relationship between present value, future value and discount rate, computing

the present value and future value of various types of cash flows, discounted cash flow valuation.

Chapter 3 Security valuation

Class hours: 6

Topics: bond features, bond valuation, bond yields, bond risks, stock features, common stock

valuation, common stock yields, preferred stock valuation.

Requirements: know bond features; know stock features and shareholder rights; understand

the determinants of bond yields; be able to make bond valuation; be able to make common stock

valuation and preferred stock valuation.

Emphasis: Computing bond prices and yields, computing common stock prices with dividend

growth models.

Chapter 4 Risk and return

Class hours: 6

Topics: risk, return, security market line, capital asset pricing model.

Requirements: know the concept and types of risk; understand the risk-return trade-off, be

able to measure risk and return, be able to use security market line and capital asset pricing model.

Emphasis: measuring risk and return, using security market line and capital asset pricing

model.

Chapter 5 Long-term financial planning

Class hours: 3

Topics: the elements and role of financial planning, financial planning model, percentage of

sales approach, external financing needed.

Requirements: know the elements and role of financial planning; understand the relationship

between growth and financing needed; be able to make pro forma financial statements; be able to

use percentage of sales approach; be able to compute external financing needed.

Emphasis: the relationship between growth and financing needed, using the percentage of

sales approach.

Chapter 6 Capital budgeting

Class hours: 9

Topics: concepts and procedures of capital budgeting, investment criteria ( net present value,

payback, discounted payback, average accounting return, internal rate of return, profitability

index ), incremental cash flows, scenario analysis, sensitivity analysis, break-even analysis,

operating leverage.

Requirements: know the concepts and procedures of capital budgeting; know the concept of

incremental cash flows; understand forecasting risk; understand operating leverage; understand the

advantages and disadvantages of investment criteria; be able to compute and use investment

criteria and interpret their decision rules; be able to compute project cash flows; be able to conduct

scenario analysis; be able to conduct sensitivity analysis; be able to conduct break-even analysis;

be able to compute and use operating leverage; be able to make capital investment decisions.

Emphasis: understanding and using investment criteria, computing project cash flow,

conducting scenario analysis, conducting sensitivity analysis, conducting break-even analysis,

using operating leverage, making capital investment decision.

Chapter 7 Cost of capital and capital structure

Class hours: 6

Topics: cost of capital, financial leverage, capital structure, M&M proposition I and II.

Requirements: know the concept and types of cost of capital; understand the effect of

financial leverage; understand the determinants of capital structure decision; be able to compute

various types of cost of capital; be able to determine optimal capital structure; be able to interpret

M&M proposition I and II.

Emphasis: computing various types of cost of capital, the effect of leverage, determining

optimal capital structure, M&M proposition I and II.

Chapter 8 Dividend policy

Class hours: 3

Topics: dividend, dividend policy.

Requirements: know dividend types; understand the impact of dividend and its payout policy;

understand dividend policy decisions.

Emphasis: the impact of dividend and its payout policy.

Chapter 9 Short-term financial planning and management

Class hours: 9

Topics: working capital, operating cycle, cash cycle, cash budget, short-term financial policy,

cash management, inventory management, credit management.

Requirements: know the concept of working capital; know the sources and uses of cash;

know the components of credit policy; understand the components of operating cycle and cash

cycle; understand the pros and cons of various short-term financial policies; understand cash

management techniques; understand inventory management techniques; be able to compute

operating cycle and cash cycle; be able to prepare a cash budget; be able to determine optimal

inventory ordering; be able to evaluate a credit policy.

Emphasis: the pros and cons of various short-term financial policies; preparing a cash budget;

evaluating a credit policy.

IV. Teaching methods

This course lays emphasis on the combination of theory and practice. Lecture, discussion,

project analysis, case study, in-class quizzes and take-home assignments are included to help the

students develop problem-solving abilities in both class and real business situations. Multimedia is

applied in the course in order to improve efficiency and effect.

V. Textbook and other recourses

Textbook:

Ross, S.A.

2010 Fundamentals of Corporate Finance, 9th edition,

Ross, Westfield & Jordon, The McGraw-Hill Companies, Inc., 2009

Other suggested readings:

Principles of Corporate Finance, 9th edition, Brealey, Myers & Allen, The McGraw-Hill

Companies, Inc., 2007.

Financial Management: Theory and Practice, Brigham & Ehrhardt, 10th edition, Cengage

Learning, 2002.

Fundamentals of Financial Management, 12th edition, Horne & Wachowicz, Pearson

Education, Inc., 2005.

2006

VI. Grading

Attendance and participation 10%

Individual assignments 20%

Group assignments 10%

In-class quizzes 10%

Final exam 50%

The final is a close-book exam.

Marketing Syllabus

Course Name Marketing

Course Code 2.063.0081

Courese Type Core Compulsory

Applicable International Accounting

Term 3/4

Prerequisites Management, Fundamentals of Accounting, Economics, Statistics

Total Hours 36 (Lecturing 29; other 7)

Total Credit 2

Rong ZENG

Date May 28, 2011

I. Course Objectives

Marketing, more than any other business function, deals with customers and consumers.

Viewed broadly, it is the process by which organizations and/orindividuals exchange values with

each other. In this sense, one can observe marketing in action wherever one looks –in commercial

transactions, government programs, nonprofit organizations, the job market, and everything in

between. Marketers work closely with, and often lead, all other departments within an

organization in developing and offering to its markets its part of the value exchange. A good grasp

of how markets and marketing work, therefore, is essential regardless of one’s particular career

path or the type of organization that one works for.

The main objectives of this course are to introduce students to the basic marketing concepts,

methods and terminology, and to enable you to develop an understanding of marketing’s role in

modern organizations, the economy and society at large. In addition, the course is designed to

provide you with an opportunity to develop basic analytical and communication skills necessary to

marketing decision-making. As an introductory course, it will present a comprehensive overview

of the entire marketing process. It will offer you a chance to consider the subject in its entirety, but

it is ONLY A BEGINNING.

The course will:

• Examine the role of marketing and review its theoretical justification;

• Introduce the main concepts, principles, and terminology of marketing;

• Study environmental forces in modern markets and the behavior of buyers within them;

• Familiarize participants with the main elements of effective marketing strategy;

• Outline the characteristics of marketing strategies in different application contexts; and

• Provide an opportunity to begin developing the analytical and implementation skills needed

for effective decision making in marketing and other management disciplines.

Students are expected to actively participate in class. Consistently informed

participation, reflecting regular, close reading of the assigned texts is expected.

Two key principles shall guide this course: respect for others and academic

integrity.

II. COURSE PREREQUISITES:

The prerequisties for this course are: Management, Fundamentals of Accounting, Economics,

Statistics.

III. Major contents covered in each chapter

Chapter

s Contents

Teaching Arrangement

Total

House

Lecturing Case Discussion

Ch1 Marketing in the 21 century 2 1.5 0.5

Ch2 Market-oriented strategic

management

2 2

Ch3 Marketing environment 3 2 1

Ch4 Marketing information system

and market research

2 2

Ch5 Consumer market and buying

behavior analysis

5 4 1

Ch6 Business market and buying 1 1

behavior analysis

Ch7 Segmentation, targeting and

positioning

4 3 1

Ch8 How to write a marketing plan 3 1 2

Ch9 New product development and

Product life-cycle strategies

2 2

Ch10 Product, Services and Branding

strategy

3 2.5 0.5

Ch11 Pricing strategies 4 3 1

Ch12 Marketing channels strategies 1.5 1.5

Ch13 Integrating marketing

communications strategy

1.5 1.5

Ch14 Competitive marketing

strategies

1 1

Ch15 Planning, organizing and

controlling marketing activities

1 1

total 36 29 5.5 1.5

Ch1 Marketing in the 21 century

Major contents coveredmarket and marketing; development of marketing; basic concepts

(need, want, demand, exchange, satisfaction, value); different marketing management

orientations (production concept, product concept, selling concept,marketing concept, societal

marketing concept); customer relationship management (customer satisfaction and customer

loyalty)

After studying this chapter, students should be able to define marketing and explain the

importance of understanding customers and identify the five different marketing management

orientations; identify basic concepts and elements in marketing.

Key and difficult terms marketing; marketing concept; societal marketing concept; need,

want and demand; customer satisfaction and perceived value

Other materials Minicase Doorguard

Ch2 Market-oriented strategic management

Major contents covered: companywide strategies and strategic management;portfolio analysis; development of growth strategies

After studying this chapter, students should be able to understand the characteristics of strategic planning, explain companywide strategic planningand its steps; identify different types of growth strategies; understand the position of a company based on portfolio analysis tools such as the BCG matrix.

Key and difficult terms companywide strategies; growth strategies; BCG matrix

Ch3 Marketing environment

Major contents covered: components of marketing environment; microenvironment industry

environment (competitive forces model); macroenvironment PESTE ; SWOT analysis

After studying this chapter, students should be able to describe the environmental forces that affect the company’s ability to serve its customers and utilize the SWOT analysis to explain the strategies adopted by the company.

Key and difficult terms framework for the environmental analysis; SWOT analysis

Other materials Minicase United Pharmaceutical

Ch4 Marketing information system and market research

Major contents covered: components of marketing information systems; market research

(process; steps; objectives and approaches); measurement and forecast of demand

After studying this chapter, students should be able to define the marketing information system and its components; outline the steps in the marketing research process; identify marketing research objectives and approaches and understand some basic concepts in measuring and forecasting demand.

Key and difficult terms components of marketing information system; marketing research objectives and approaches; measurement and forecast of demand

Ch5 Consumer market and buying behavior analysis

Major contents covered: a model of consumer buyer behavior; influencing factors on

consumer buyer behavior (social, cultural, reference groups, etc.); personal factors (perception,

attitudes, lifestyles, etc.); buyer decision process (buying roles; types of buying decision; steps);

new product adoption and diffusion process

After studying this chapter, students should be able to define the consumer market and

construct a simple model of consumer buyer behavior; understand the four major factors that

influence consumer buyer behavior, especially the reference groups; identify different buying

roles and different types of buying decision behavior; apply the buyer decision process theory

and adoption and diffusion process for new products to analyze simple cases.

Key and difficult terms influencing factors on consumer buyer behavior; buyer decision

process; new product adoption and diffusion process

Ch6 Business market and buying behavior analysis

Major contents covered: types and characteristics of business market; major factors that

influence business buyer behavior; types of business buyer behavior; Decision making unit

(DMU)

After studying this chapter, students should be able to understand the major characteristics of

business market, identify different buying roles in the DMU and understand the implications.

Key and difficult terms types of business buyer behavior; buying roles in the DMU

Ch7 Segmentation, targeting and positioning

Major contents covered: three steps of target marketing; bases for segmentation; requirements

for effective segmentation; targeting (evaluation; choosing; target marketing strategies);

positioning (concept; perceptual map; steps; criteria for effective competitive positioning)

After studying this chapter, students should be able to define the three steps of target marketing; discuss the major bases for segmenting consumer markets; explain how companies identify attractive market segments and choose a target marketing strategy; help companies to position their products for maximum competitive advantage in the marketplace.

Key and difficult terms bases for segmentation; requirements for effective segmentation;

target marketing strategies; competitive positioning strategies

Other teaching materials: Case Shell

Ch8 How to write a marketing plan

Major contents covered: structure and components of a marketing plan; purpose of each

section

After studying this chapter, students should be able to write a marketing plan and apply it to the term case.

Key and difficult terms structure and components of a marketing plan

Other materials: term case to practice the writing of a marketing plan

Ch9 New product development and Product life-cycle strategies

Major contents covered: product life cycle; stages and characteristics; marketing strategies

available for different stages; new product; new product development

Key and difficult terms product life cyle; strategies; new product development

Ch10 Product, Services and Branding strategy

Major contents covered: product; classifications of product; product mix decisions; product

line and related concepts; brand and brand equity; branded product vs. generic product; brand

sponsorship strategies (esp. manufacturer brand vs. distributor brand); brand extension strategies;

brand name strategies; brand development strategies

After studying this chapter, students should be able to define product and the major classifications of consumer products; understand various decisions companies need to make regarding branding; identify different branding related strategies.

Key and difficult terms product concept; brand equity; branding strategies;brand sponsorship

strategies; brand development strategies

IV. A Note on Teaching Methods and Learning Methods

1 Lecturing in Chinese while using English for all the written materials.

2 Case discussion. Students will form into self-selected groups (4-8 students) in

Week 2. This group will act as a course resource for in-class case discussions, written case

studies and comprise the research team for the Marketing Plan project.

3 Multimedia presentation

4 Online teaching resources (course center at SISU and the shared resource center

at CIFC.

5 Office time.

Students are encouraged to utilize the various resources mentioned above and realize that

their engagement and participation are necessary for learning and success. Class participation is

the classroom equivalent to professionals' participation in meetings. It is, therefore, considered

important to success in this course, whether or not course grades are assigned for participation.

Effective participation implies active and continuous contribution to class proceedings on the

part of students in the form of raising or answering questions, commenting on issues raised by

the instructor or other students, or bringing to the attention of the class relevant items of interest

from the media or personal experiences.

V. READINGS

Required Reading:

Philip Kotler, Gary Armstrong, Principles of Marketing, 12th edition, Prentice Hall (2009).

Additional materials may be assigned on certain topics.

Recommended Reading

1. Marketing Management 12th EditionPhilip Kotler, Kevin Lane Keller Prentice Hall 2005

2. · · ·

2007 6

3. Prahalad, C.K. & Gary Hamel (1990). The Core Competence of the Corporation, Harvard

Business Review, 68(3), pp. 79-91.

4. Senguder, T. (2003). An Evaluation of Consumer and Business Segmentation Approaches,

Journal of the Academy of Business, March 2003, pp. 618-624.

5. Treacy, M & Wiersema, F. (1995). How Market Leaders Keep Their Edge, Fortune, February

6, 1995, pp. 88 — 98.

6. The World’s Most Valuable Brands, Business Week, August 2, 2004.

VI. EVALUATION CRITERIA SUMMARIZED

Assessments Total Value

Group Project 15%

In-class exercises 5%

Participation ** 10%

Midterm test 10%

Final exam 60%

TOTAL 100%

*NOTE: Students must achieve a minimum grade of 50% on the final exam AND a minimum

grade of 40% on the total grade for the group project to pass this course.

** Participation includes class attendance and in-class case discussions.

Several cases are assigned for the in-class discussions. So you are expected to get prepared for the

case discussions and contribute your meaningful comments, observations and questions in class.

Satisfactory In-term Performance

1. The criterion/criteria and the standard(s) for Satisfactory In-term Performance are as follow(s):

· Minimum grade of 40% on the total grade for the group project (presentation + written report +

peer evaluation = total grade).

2. Unsatisfactory In-term Performance in this course will lead to:

Failure in this course (regardless of the performance at the Final exam or final project) Yes√

FND grade in this course (in case of missed Final exam or project) Yes√

International Trade Law

Course Syllabus

Course Title International Trade law

Course Code

Course Type Specialty-oriented course

Major International Economy and Trade

Semester the 8th semester

Prerequisites Introduction to law, Legal Environment to Business

Total Hours 24 Lecture Hours 22 Lab Hours: 0

Credits 2

Department College of International Commerce and Finance Teaching Department

Writer Zhang Jin

Auditor

Date May,2011

1 Course Objective

This subject introduces the business student to the basic tenets of the legal system in the world

market. The course commences with a review of the fundamental components of the international

business law and will be followed by the basic elements of the rules of sales, transportation,

financing and the legal structure of the WTO and the foreign investment. The final topic will

introduce students to the judicial process and ADRs for the settlement of international disputes in

the business. Upon completing this course, students will be able to define relevant concepts and

explain their applications to international business transactions. Adhere to the principle of

integrating theory with practice, the course is to build up the students’ ability to use the theory of

this course to avoid or solve the disputes in the real business world.

2 Prerequisites

Introduction to law, Legal Environment to Business

3 Course Contents and teaching Hours

Chapter I Introduction to International and Comparative Law

Periods: 4

Key Points and difficult points:

a. What is International law?

b. The Making of International Law

c. Sources of International Law

d. The Scope of International Law in Actual Practice

e. International Persons

f. Introduction to International and Comparative Law

g. Business Organization and MNE

Chapter II Introduction to International Trade Law

Period 2

Key Points and difficult points:

a Introduction of international trade

b Application of law for international trade

c. Trade Terms,

d.13 terms in INcoterms 2000

e,CIF, FOB,FCA

Chapter III International Sales law_CISG

Period 6

Key Points and difficult points:

a. Convention on Contracts for the International Sale of Goods

b. Transactions Covered in CISG

c. Contractual Issues Excluded from the Coverage of CISG

d. Formation of the Contract

e. General Standards for Performance

f. Seller's Obligations

g. Buyer's Obligations

h. The Passing of Risk

i. Remedies

j Excuses for Nonperformance Cases: 1, 2, 3

Class Activity: case of Contract Formation, remedies

Case reading –how to read a case and how to analysis

Chapter III International Transportation law

Period 4

Key Points and difficult points:

a. Introduction of international transportation

b. types of transportation and the laws

c. Carriage of Goods by Sea (Bill of lading features and rules)

d Charter parties (comparing with B\L)

e Maritime Liens

f. Maritime Insurance

g. Carriage of Goods by Air pages 612-646

Class Activity: case of Carriage of Goods by Sea (B/L)

Chapter IV The Law of International Payment

Period 2

Key Points and difficult points:

a. Financing Foreign Trade

b. Commercial paper

c. Bills of Exchange

d. Promissory Notes

e. Negotiability of Bills and Notes

f. The Negotiation and Transfer of Bills and Notes

g. Letters of Credit—legal problems

Chapter V Disputes Settlement

Dispute Settlement

Period 4

Key Points and difficult points:

a. Settlement of Disputes through Diplomacy

b. Settlement of Disputes in International Tribunals

c. Settlement of Disputes in Municipal Courts pages 118-156

d. Immunities of States from the Jurisdiction of Municipal Courts

e. Choosing the Governing Law

f. Refusal to Exercise Jurisdiction

g. Proving Foreign Law

h. Recognition of Foreign Judgments

i. relative laws in China

4 Procedures and/or Methodologies

Classes will consist of lectures and discussion of the issues and topics covered in the course. The

text presents various legal problems in the international trade and the relevant rules of law. Cases

are used to illustrate how those rules apply to the given facts of a particular situation. Lectures,

group discussions, case study methods to provide the students with an interesting learning

experience in applying the literature and concepts will be utilized. .

5 COURSE MATERIALS:

l. Required Text:

Ray August: International business law : text, cases, and readings, Prentice Hall, 2004

In addition to the text, weekly readings will be assigned. A number of these readings are

available “on-line”. LINK:

1. http://cifc.shisu.edu.cn/share/teacher.php?tid=19

2. Students may wish to consult the following texts which are in the library:

Ray August. International business law : text, cases, and readings call #D996E/A9234.

John Shijian Mo . International commercial law, 3rd edition call # D996.1E/M687

Werner Levi. Contemporary international law: a concise introduction 2nd ed. Call#

D990E/L664

Gerhard Von Glahn: Law among nations: an introduction to public international law Call

#D990E/V946

SELECTED BIBLIOGRAPHY BOOKS:

1. Fundamentals of International Business Transactions, Ronald A. Brand, Kluwer law

international 2000

2. Jackson. J .H., The world Trade system: Law and Policy of International Economic

Relations, MIT Press, 1997.

3. Harris, D.J., Cases and Materials on International Law, 4th ed., (London: Sweet &

Maxwell, 1991).

4. Starke, J.G., Starke's international law, 11th ed., (London: Butterworths, 1994).

5. Jackson, John H. and William J. Davey, Legal Problems of International Economic

Relations: Cases, Materials and Text, 3rd ed., (St. Paul, Minn.: West Publishing Co., 1995).

INTERNET SOURCES:

There are a number of internet sites which deal with international business law or aspects of

it. The following are just a few of the many sites which should be consulted.

1. WTO: . . . . . . .. . . . . . . . . . . . . http://www.wto.org/

2. CCMT( ) http://www.ccmt.org.cn/

3. United Nations: . . . . . . . . . . . . . . . . . . http://www.un.org/

4. UNCITRAL: . . . . . . . . . . . . http://www.uncitral.org/en-index.htm

5. UNCTAD: . . . . . . . . . . . . . http://www.unctad.org/en/enhome.htm

6. CISG: . . . . . . . . . . . . . . . . . http://www.cisg.law.pace.edu/

7 MIga( ) http://www.miga.org

8 ICC( ) http://www.icc.org

9 CIEATC( ) http://www.cietac.org/

10 Civil Law( ) http://www.civillaw.com.cn/

VIVIVIVI EVALUATIONEVALUATIONEVALUATIONEVALUATION

Students will be expected to have perfect attendance at classes, participate in class discussion to

offer comments and write case study reports. Failure to do the above will be reflected in the class

grade. The final exam takes the form of closed book. The full mark is 100 and 60 is a pass mark.

GradesGradesGradesGrades

Attendance 10判

Part际c际pat际on 律0判

Case Study 网eports 律0判

F际nal Exam 担0判

Total 100判

Human Resource Management Syllabus

Course name Human Resource Management

Course code 3宋062宋0111

Majors International Trade and Economics; Finance; Accounting

Semester 6

Prerequisite Management

Total course hours 36 Teaching hours 36

Credit 2

Written by Sun Jian

Approved by

Time April 2方, 2011

I. Objectives:

This course provides students with a complete, comprehensive review of

essential personnel management concepts and techniques. After taking the course

the students will be able to know the changes, responsibility and mode in human

resource management in new times and environment. The students will also be able

to know the related laws, regulations and policies. They will be learning

theories and practical methods in human resource management.

II宋 Prerequisite:

The prerequisite of the course is Management宋 Students are required to

know fundamental knowledge of management, such as changes in management environment,

strategic goals in organization and organizational motivation宋

III. Teaching procedures, Contents and time Allotment

1 Introduction

Teaching hours 2

Main contents Chapter 1 and 3 in the textbook宋 The strategic role of human

resource management

Objectives After studying this chapter students should be able to: 1) explain

what human resource management is and how it relates to the management process;

2)illustrate the HR management responsibilities of line and staff managers;

3)provide a good example that illustrates HR’s role in formulating and executing

company strategy宋

2 Chapter 2 Equal opportunity and the Law

Teaching hours 4

Main contents Labor laws and regulations

Objectives After studying this chapter, students should be able to: 1) have

a profound knowledge of laws and regulations related to HRM in China; 2) avoid

employment discrimination problems; 3) cite specific discriminatory personnel

management practices in recruitment, selection, promotion, transfer, layoffs and

benefits宋 4) changes in labor force in China宋

3 Chapter 4 Job Analysis

Teaching hours 4

Main contents definition and final products of job analysis; methods of

collecting job analysis information;

Objectives After studying this chapter, students should be able to: 1) discuss

the nature of job analysis, including what it is and how it’s used; 2)write job

descriptions, including summaries and job functions, using the Internet and

traditional methods; 3) write job specifications using the Internet as well as

judgment宋

(4) Chapter 5 Personnel Planning and Recruiting

Teaching hours 4

Main contents main techniques used in employment planning and forecasting;

main outside and internal sources of candidates; an effective help wanted ad宋

Objectives After studying this chapter, students should be able to: 1) explain

the main techniques used in employment planning and forecasting; 2) list and discuss

the main outside sources of candidates; 3) effectively recruit job candidates; 4)

name and describe the main internal sources of candidates; 5) develop a help wanted

ad宋

(5) Chapter 6 Employee Testing and Selection

Teaching hours 2

Main contents What is meant by test reliability and validity; testing

guidelines; types of tests that can be used for employee selection; key points to

remember in conducting background investigations宋

Objectives After studying this chapter, students should be able to: 1) explain

what is meant by reliability and validity; 2) give examples of some of the ethical

and legal considerations in testing 3) list eight tests that can be used employee

selection and how they can be used宋

(6) Chapter 7 Interviewing Candidates

Teaching hours 4

Main contents basic features of interviews; what can undermine an

interview’s usefulness; designing and conducting the effective interview

Objectives After studying this chapter, students should be able to: 1) list

the main types of selection interviews; 2) explain and illustrate at least six

factors that affect the usefulness of interviews; 3) explain and illustrate each

guideline for being a more effective interviewer; 4) effectively interview a job

candidate

(7) Chapter 方 Training and Developing employees

Teaching hours 2

Main contents orienting employees; the training process; training methods

Objectives After studying this chapter, students should be able to: 1)

describe the basic training process; 2) describe and illustrate how one would go

about identifying training requirements; 3) explain how to distinguish between

problems one can fix with training and those one can’t; 4) explain how to use five

training techniques

(8) Chapter 9 Performance Management and Appraisal

Teaching hours 4

Main contents basic concepts in performance appraisal and performance

management; an introduction to appraising performance宋

Objectives After studying this chapter, students should be able to: 1)

describe the appraisal process; 2) develop, evaluate, and administer at least four

performance appraisal tools; 3) explain and illustrate the problems to avoid in

appraising performance; 4) list and discuss the pros and cons of six appraisal

methods; 5) perform an effective appraisal interview; 6) discuss the pros and cons

of using different raters to appraise a person’s performance

(9) Chapter 11 Establishing Strategic Pay Plans

Teaching hours 2

Main contents determining pay rates; establishing pay rates; pricing

managerial and professional jobs and other compensation trends

Objectives After studying this chapter, students should be able to: 1) list

the basic factors in determining pay rates; 2) explain in detail how to establish

pay rates; 3) how to price managerial and professional jobs; 4) discuss

competency-based pay and other current trends in compensation

(10) Chapter 12 Pay for Performance and Financial Incentives

Teaching hours 4

Main contents money and motivation; individual employee incentive;

incentives for salespeople; team/group variable pay incentive plans; organization

wide variable pay plans; incentives for managers and executives

Objectives After studying this chapter, students should be able to: 1) discuss

the main incentives for individual employees; 2) discuss the pros and cons of

incentives for salespeople; 3) mane and define the most popular organization wide

variable pay plans; 4) describe the main incentives for managers and executives;

5) outline the steps in developing effective incentive plans

(11) Chapter 13 Benefits and Services

Teaching hours 4

Main contents the benefits picture today; pay for time not worked; insurance

benefits; retirement benefits; personal services and family-friendly benefits;

flexible benefits programs

Objectives After studying this chapter, students should be able to: 1) mane

and define each of the main pay for time not worked benefits; 2) describe each of

the main insurance benefits; 3) discuss the main retirement benefits; 4) outline

the main employees’ services benefits; 5) explain the main flexible benefit

programs

IV Textbook: Human Resource Management 10

th

edition by Gary Dessler

V Grading Policy

The final grade of the course is a combination of attendance, assignments,

presentations and exams.

白nternat际onal Bus际ness Negot际at际on白nternat际onal Bus际ness Negot际at际on白nternat际onal Bus际ness Negot际at际on白nternat际onal Bus际ness Negot际at际on SyllabusSyllabusSyllabusSyllabus

Course name李 Course name李 Course name李 Course name李 白nternat际onal Bus际ness Negot际at际on

Course Code李Course Code李Course Code李Course Code李 2.061.0391

Course type李 Course type李 Course type李 Course type李 远ompulsory

白ntended ma雪or李白ntended ma雪or李白ntended ma雪or李白ntended ma雪or李 白nternat际onal e远onom际远s and trade

Course semester李 Course semester李 Course semester李 Course semester李 the seventh semester

Prerequ际s际tes李Prerequ际s际tes李Prerequ际s际tes李Prerequ际s际tes李 白nternat际onal Trade Theor际es大 白nternat际onal F际nan远e大

白nternat际onal Trade Pra远t际远e and 白nternat际onal Market际ng

Class Hours李 Class Hours李 Class Hours李 Class Hours李 90 m际nutes山week Total李 建40 hours 商160 hours for le远tures and 文0

hours for d际s远uss际on and s际mulat际on)

Cred际ts李 Cred际ts李 Cred际ts李 Cred际ts李 建

1学 1学 1学 1学 CourseCourseCourseCourse Ob雪e远t际veOb雪e远t际veOb雪e远t际veOb雪e远t际ve

The 远ourse a际ms at help际ng students to grasp the ma际n theor际es大 pr际n远际ples

and pro远edure of bus际ness negot际at际on and fam际l际ar际ze them w际th the negot际at际on

strateg际es and ta远t际远s as well as negot际at际ng styles of d际fferent 远ountr际es学 Case

analys际s and s际mulat际on are used to help students enhan远e the际r understand际ng

of the theory and develop the际r ab际l际ty to put theory 际nto pra远t际远e学 The 远ourse

际s del际vered 际n 版ngl际sh 际n the hope of 际mprov际ng students’版ngl际sh prof际远际en远y

so that they 远an negot际ate w际th 版ngl际sh-speak际ng negot际ators effe远t际vely 际n the

future学

建学 Prerequ际s际tes建学 Prerequ际s际tes建学 Prerequ际s际tes建学 Prerequ际s际tes

Complet际on of su远h 远ourses as 白nternat际onal Trade Theor际es大 白nternat际onal

F际nan远e大白nternat际onal Trade Pra远t际远e and 白nternat际onal Market际ng

忠学 Course outl际ne and t际me 忠学 Course outl际ne and t际me 忠学 Course outl际ne and t际me 忠学 Course outl际ne and t际me allottedallottedallottedallotted

Chapter 1 清 general 际ntrodu远t际on to bus际ness negot际at际on

Class hours李 1学5 hours

Outl际ne李 def际n际t际on of negot际at际on大 features of negot际at际on大 negot际at际on vs学

barga际n大 P绐清M model

Ob雪e远t际ve李 students are expe远ted to understand and grasp the bas际远 theor际es

and pr际n远际ples of bus际ness negot际at际on学

Ma际n tea远h际ng po际nts李 features of negot际at际on大 zero-sum game大 d际str际but际ve

barga际n际ng大 际ntegrat际ve barga际n际ng大 barga际n际ng power

Chapter 建 Bus际ness Negot际at际on Plann际ng

Class hours李 1学5 hours

Outl际ne李 an overv际ew of negot际at际on plann际ng大 goal sett际ng大 feas际b际l际ty

analys际s大 partner 远hoos际ng大 people 远hoos际ng and plan sett际ng

Ob雪e远t际ve李 Students are expe远ted to under the f际ve steps 际nvolved 际n

negot际at际on plann际ng and apply them 际n the际r s际mulat际on学

Ma际n tea远h际ng po际nts李 feas际b际l际ty analys际s大 plan draft际ng

Chapter 忠 Fa远e-to-Fa远e Negot际at际on

Class hours李 1学5 hours

Outl际ne李 beg际nn际ng stage大 barga际n际ng stage大 远on远lud际ng stage

Ob雪e远t际ve李 Students are expe远ted to learn the ob雪e远t际ves of ea远h stage of

negot际at际on学

Ma际n tea远h际ng po际nts李 offer and 远ounter-offer strateg际es

Chapter 4 Commun际远at际on and Persuas际on 际n Bus际ness Negot际at际on

Class hours李 忠 hours

Outl际ne李 theory of 远ommun际远at际on大 quest际on sk际ll大 persuas际on sk际ll and

l际sten际ng sk际ll

Ob雪e远t际ve李 Students are requ际red to grasp some of the bas际远 远ommun际远at际on and

persuas际on sk际lls used 际n bus际ness 远ommun际远at际on学

Ma际n tea远h际ng po际nts李 quest际on际ng sk际ll大 a远t际ve l际sten际ng sk际ll大 persuas际on

Sk际ll

Other 远lass a远t际v际ty李 s际mulat际on

Chapter 5 Bus际ness Negot际at际ng Styles

Class hours李 忠 hours

Outl际ne李 personal negot际at际ng styles大 team negot际at际ng styles

Ob雪e远t际ve李 Students are expe远ted to learn some of the personal negot际at际ng

styles and team negot际at际ng styles and apply them 际n the际r

s际mulat际ons学

Ma际n tea远h际ng po际nts李 远onsensus 大 h际erar远h际远al 大 Jekyll and Hyde大 aggress际ve 大

远ompl际ant大 pass际ve 大 fleet大 explo际t际ve and br际nkmansh际p

Other 远lass a远t际v际ty李 远ase analys际s

Chapter 6 Sele远t际on of Negot际at际on Strateg际es and Ta远t际远s

Class hour李 1学5 hour

Outl际ne李 Sele远t际on pro远ess大 strateg际es vs学 ta远t际远s大 sele远t际on pr际n远际ples

Ob雪e远t际ve李 Students are expe远ted to learn the var际ous strateg际es and ta远t际远s

ava际lable and grasp the pr际n远际ples for sele远t际ng the r际ght strategy

and ta远t际远s学

Ma际n tea远h际ng po际nts李 bas际远 pr际n远际ples for sele远t际ng the r际ght strategy

and ta远t际远s

Chapter 7 Negot际at际ng Styles by Countr际es

Class hour李 忠 hours

Outl际ne李 fa远tors affe远t际ng 际nternat际onal bus际ness negot际at际on大 清mer际远an

negot际at际ng style大 Japanese negot际at际ng style大 Br际t际sh

negot际at际ng style大 German negot际at际ng style大 Fren远h negot际at际ng

style

Ob雪e远t际ve李 Students are expe远ted to learn the d际fferen远es 际n negot际at际ng

among some ma雪or players 际n the world学

Ma际n tea远h际ng po际nts李 Cultural fa远tors that affe远t 际nternat际onal bus际ness

Negot际at际on

Other 远lass a远t际v际ty李 远ase analys际s

Chapter 文

Class hour李 1学5 hours

Outl际ne李 ma际n 远ontra远t terms for the 际mport and export of goods

Ob雪e远t际ve李 Students are expe远ted to learn the ma际n 远ontra远t terms for the

际mport and export of goods大 espe远际ally the pur远has际ng of a 远omplete

plant and do the s际mulat际on 际n 版ngl际sh学

Ma际n tea远h际ng po际nts李 pr际远e term大 payment terms

Other 远lass a远t际v际ty李 s际mulat际on

Chapter 9 Te远hnology Transfer

Class hour李 1学5 hours

Outl际ne李 types of l际远ens际ng大 ma际n 远ontra远t terms for te远hnology transfer

Ob雪e远t际ve李 Students are expe远ted to learn the ma际n 远ontra远t terms for the

te远hnology transfer and do the s际mulat际on 际n 版ngl际sh学

Ma际n tea远h际ng po际nts李 types of l际远ens际ng大 际n际t际al fee大 royalt际es大 te远hn际远al

do远umentat际on大 personnel tra际n际ng

Other 远lass a远t际v际ty李 s际mulat际on

Chapter 10 Jo际nt 莲enture

Class hour李 1学5 hours

Outl际ne李 features for negot际at际ng a 雪o际nt venture pro雪e远t大 远ontra远t terms

for a 雪o际nt venture

Ob雪e远t际ve李 Students are expe远ted to learn the ma际n 远ontra远t terms for

establ际sh际ng a 雪o际nt venture and do the s际mulat际on 际n 版ngl际sh学

Ma际n tea远h际ng po际nts李 forms of 际nvestment大 际ntelle远tual property大 asset

evaluat际on

Other 远lass a远t际v际ty李 s际mulat际on

4学 Tea远h际ng Strategy and Methods4学 Tea远h际ng Strategy and Methods4学 Tea远h际ng Strategy and Methods4学 Tea远h际ng Strategy and Methods

秀e远tures大 远ase analys际s and s际mulat际on

5学 Textbooks and Mater际als5学 Textbooks and Mater际als5学 Textbooks and Mater际als5学 Textbooks and Mater际als

Textbooks

1. Jeffrey Edmund Curry. International Negotiating. Shanghai: Shanghai Foreign language

Education Press, 2000.

2 Yang, Jingkuan. Business Negotiating English. Shanghai: Shanghai Foreign language

Education Press, 2002.

References

1学 学 学 李 建00忠学

建学 学 学 李 建004学

忠学 学 学 李 建009学

4学 学 学 李 大建007学

5学 学 学 李 大建010学

6学 学 建00忠学

7学 秀ew际远k际大绐oy学 Negot际at际on学 Boston李 白rw际n M远Graw-H际ll大1994学