This class exists in these courses :
• IÉSEG > MSc in International Business Negotiation (MNG) > Semestre 2 > 2,00 ECTS

Learning outcomes

At the end of the course, the student should be able to:
Determine the key financial parameters in a negotiating situation including concepts from Financial Accoun-ting, Management Accounting, Financial Analysis, and Corporate Finance
Define the five elements of accounting: Assets, Liabilities, Equity, Income, and Expense.
Use Dupont Analysis to develop negotiation strategies that maximize Return on Equity
Prioritise negotiating objectives using the Balanced Scorecard approach to Key Performance Indicators
Integrate Cash flow and liquidity effects into negotiations
Appreciate the impact of different negotiation strategies on financial position, performance and liquidity

Course description

Part 1 (Day 1) Management Decision Making and Accounting: A general model of business organisations is presented (after Lemoigne) as a complex of Management Decision Making System + Accounting Informa-tion System (KPIs are introduced using the Balanced Scorecard approach and Key Situation Indicators are presented using PEST analysis and Porter’s 5-forces analysis) + Business Operating System (Porter’s Value Chain is used to illustrate the creation of value)
Part 2 (Day 2) Financial Accounting: The 5 elements of accounting and the 4 financial statements are pre-sented using IFRS terminology together with the financial reporting production process (journal, ledger, trial balance and double entry accounting).
Part 3 (Day 3) Using accounting in an entrepreneurial situation: A Business Plan in numbers. The case of a small business start-up. Team project development and discussion of negotiating situations.
Part 4 (Day 4) Formalising negotiating strategies with banks, suppliers, customers, business partners. Iden-tifying financial parameters in the negotiations

Class type

Class structure

Teaching methods

• Case study
• E-learning
• Interactive class
• Presentation
• Project work

Assessment

Recommended reading

• Weygandt, Kimmel, Kieso: Financial Accounting, 3e IFRS edition Wiley ISBN 978-1-118-97808-5 -

• Colin Drury: Management Accounting for Business 6th edition Cengage Learning ISBN 1408060280 -

• Thompson et al.: Crafting and Executing Strategy 2nd International Edition McGraw Hill ISBN 978-00-77175153 -