Courses from Master´s curriculum

 Winter Term
Course name Credits Course Description
Strategic Negotiations               4 Introduction: The basic structure of negotiations, reservation price, BATNA and ZOPA, negotiation and game theory; The Havard Method: Separate the people from the Problem, Focus on Interests, not Position, the negotiation Dance, Negotiation Gambits, Improving Negotiation Power; Trust and long-term Relations: Meaning of Trust and long-term Relations, how to establish and conserve trust, mediation and conflict resolution. 
Entrepreneurship & Innovation Management



History of entrepreneurship; entrepreneurial traits; entrepreneurial intent; entrepreneurship theories including resource-based view of the firm, Schumpeterian Economic Theory, and entrepreneurial thinking; social entrepreneurship; entrepreneurship vs intrapreneurship. Students will learn about phases of the startup process including: opportunity spotting; team formation; ideation, brainstorming and creativity; business modeling; business planning; bootstrapping; and sales and marketing. Entrepreneurial competencies will be taught and contrasted with management competencies. 

Summer Term
Course name Credits Course Description
WTO-Law  4

International trade and the law of the WTO; historical review; WTO and the impact of international law and relationship to EU-Law; legal principles of WTO: non-discrimination (most-favoured nation, national treatment), reciprocity, sustainable development, cooperation and multilateral approach, transparency. Structure of WTO; institutions and organization; system of GATT 1947 and 1994; most-favored-nation treatment and national treatment under the GATT (1994); tariff barriers, in particular non-tariff barriers on trade in goods and services; general and security exceptions; economic emergency exceptions; regional trade exceptions; dump-ing, subsidies; technical barriers to trade (TBT); General Agreement on Trade in Services (GATS); Agreement on Trade Related Aspects of Intellectual Property Rights (TRIPS); dispute settlement system (DSU): under-standing on rules and procedures governing the settlement of disputes; direct effect of WTO provisions; Trade Policy Review Mechanism (TPRM) impact of social standards on WTO; WTO and human rights; future challenges of the WTO. 

International Construction Law

 4 Facts on international industrial construction as an example for complex long term contracts; selection of a contractor; procurement routes; contract types; overview of the importance and use of international forms e.g. FIDIC, ORGALIME, UNIDO, NEC, JCT; relational contracts; formation of a contract under civil law and com-mon law; influence of EU Law; international private law of the EU (ROM I, ROM II); outline of US-American contract law (battle of forms); letter of intent, non-disclosure agreement, legal opinion; pitfalls in international negotiations; corruption (US-FCPA, UK-Bribery Act); syndicate agreements: forms, types and problems; types of traditional contract forms: e.g. lump-sum contract. FIDIC Red-Book; principles and typical and important conditions for an international construction contract; contract Management and specific conditions: hierarchies, interpretation rules, Language, Definitions, Incorporation of technical standards, good faith, liquidated damages, penality, parol evidence rule, contra proferentem; force majeure; forms of project financing: Public Private Partnership (PPP), family of BOT-contracts; payment guarantees in international trade and export; claims-management, alternative dispute resolution; arbitration. 
International IP Law  4  

During the past decades globalization of the economy has increased the demand for an efficient Intellectual Property system with effect in all parts of the world. In view of this demand and the increasing importance of legal competence in this field the lecture is intended to provide an overview of the possibilities for the protection of Intellectual Property under the system of international treaties. Students will know the functionality of the international protection system and will be able to make a most appropriate avail of the protection possibilities given by the international system of IP Law. Subject of the lecture are the legal regulations and protection instruments on the level of the WTO as well as on the level of WIPO and the European Community. The lecture covers i.a. the Agreement on Trade-Related Aspects of Intellectual Property Rights (TRIPS), the Convention establishing the World Intellectual Property Organization (WPC), the Paris Convention for the Protection of Industrial Property (Paris Convention), the Patent Cooperation Treaty (PCT), the Madrid Agreement (Trademarks), the Hague Agreement (Industrial Design), the Berne Convention for the Protection of Literary and Artistic Works (Berne Convention), the European Patent Convention (EPC), the EC Council regulations on the Community trademark, the Community design and the Community Patent. 

Case studies international Marketing



Case studies international marketing: international market selection, market entry strategies, international branding and product development, pricing, distribution and communication decisions, organization and control of international marketing activities. 

International Technology Agreements

4 General Remarks, Contract Drafting, Relevance of foreign law, Rough first survey of the world’s legal systems, Basic understanding of the Common Law System, Negotiating international agreements, Sources of international Business Law, Applicable law, Formation of a contract/ formal requirements, General terms and conditions of business, Dispute Settlement: Arbitration, Litigation and Enforcement, Discussion of typical agreements in the field of Technology Transfer, i.e., Confidentiality Agreement, Exclusive License Agreement, Initial Agreement on Secret Technical Information (Know-how), Software License Agreement, Agreement relating to the Purchase, Adaption and Use of Software, Sino-German Model Contract for Know How and Patent License 

International Merger Regulation

4 National and supra-national merger regimes, such as EU merger control regulation, merger control by competition, financial and other authorities, multijurisdictional merger control requirements analysis, the assessment of international transactions across several jurisdictions, law and practice of merger control proceedings, analytical framework for merger review – covering concepts such as market definition with regard to potential restrictions of competition and transparency with regard to risks for consumers and financial stability. Special cases, such as joint ventures, failing firms, strategic and minority stakes, and creeping acquisitions. 
International Enterprise Taxation  4 Taxation of single entrepreneurs, taxation of partnerships, taxation of corporations in international cases. Conflicts of double taxation, issues and solutions in double tax treaties for enterprises. Special problems of multi-national enterprises. Concepts of international group taxation. Problems of permanent establishments. Transfer pricing issues. Concept of CFC-Rules.  
Risk Management, Quantitative Finance, Bankfinancial Management  4 General remarks on finance and financial modelling; basic financial calculations and time value of money; bond pricing, duration; estimating betas, the security market line; calculating minimum variance portfolios, portfolio insurance; statistical distributions, random numbers, value at risk; analysing financial derivatives (forward rate agreements, interest rate swaps, futures, options). General remarks on risk and risk management; basic con-cepts and lessons from financial disasters; typology of risk exposures; regulatory environment; value at risk, liquidity risk, risk appetite, risk taking capacity; structuring the risk management function; managing credit risk; managing market risk; managing operational risk; managing liquidity risk. 
Bank financial Management 4 General remarks on banking and financial institutions; overview of banking risks and management of investment portfolios; framework for banking risk analysis, balance sheet and income structure, capital and liquidity adequacy; bank financial credit risk management; bank financial market risk management; bank financial operational risk management; bank financial liquidity risk management; bank financial asset liability management; analytical review of bank financial management.  


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