MASTER OF BUSINESS ADMINISTRATION INTERNATIONAL … · 2017. 9. 25. · - IACCM Commercial...

Dresden International University gGmbH (DIU) – The continuing education university at TU Dresden

MBA ICCM 1

MASTER OF BUSINESS ADMINISTRATION

INTERNATIONAL COMMERCIAL & CONTRACT MANAGEMENT (ICCM)


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supported by an advisory board Tim Cummins President and CEO, IACCM, London Dr. Michael Hammes Director Forensic Services, PricewaterhouseCoopers AG, Frankfurt Dr. Ulrich Hagel (Academic Director) Head of Claim Governance, Litigation & Procurement Support, Bombardier Transportation, Berlin Thomas Hofbauer Senior Vice President, HKA, Munich Matthias Hoffbauer Head of Contract Management, Region Western & Central Europe, Ericsson GmbH, Düsseldorf Kai Jacob Process Manager & Head of Global Contract Management Services, Global Field Legal, SAP Deutschland SE & Co. KG, Walldorf Dr. Karla Kiene Senior Counsel - Engineering, Linde AG, Engineering Division, Dresden Prof. Dr. Rainer Lasch (Academic Director) Professor for Business Management, especially Logistics, Technische Universität Dresden, Dresden; Member of the Executive Board, Dresden International University, Dresden Dr. Frank Meyer, LL.M. (Boston) Regional Counsel Europe, International Commercial Operations, GE Oil & Gas, Hürth RA Andreas J. Roquette, LL.M. (NYU) Lawyer and partner, CMS Hasche Sigle, Berlin Benjamin Vollmer, LL.M. Project and contract management, VDMA, Frankfurt am Main


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Contents

1 Introducing Dresden International University gGmbH ........................................................................ 4

2 Brief description and aims of the course ............................................................................................ 5

3 Tuition fees and funding ..................................................................................................................... 6

4 Admission and application ................................................................................................................. 7

5 Course schedule ................................................................................................................................ 8

6 Module descriptions ......................................................................................................................... 10

7 Academic directors and teaching staff ............................................................................................. 19

8 Information ....................................................................................................................................... 22


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1 Introducing Dresden International University gGmbH Mission Dresden International University gGmbH (DIU) is a subsidiary of TUDAG Technische Universität Dresden Aktiengesellschaft. As an affiliated institute, it is “the continuing education university at TU Dresden”, which is one of the 11 German elite universities. The study programmes at Dresden International University gGmbH develop their students’ ability to actively establish themselves on the employment market and to compete in the (international) business environment. The range of courses offered by DIU is therefore aimed at graduates and professionals from Germany and abroad, as well as trainees who hold a university entrance qualification. Structure The DIU is organised as a non-profit limited company in the private sector and combines commercial strategy with academic principles. It exists without state subsidies, financing itself solely out of income from tuition fees. The DIU purposely avoids establishing its own body of staff and regards itself as a networking institution which utilises the expertise of lecturers from TU Dresden, other institutions of higher education and business enterprises. The DIU conducts all its operations and pursues its objectives as an economically and legally independent state-approved university institution. In order to achieve its objectives, the DIU cultivates close relationships with TU Dresden, out of which it developed and whose educational profile it supplements and enhances. Facts Established - 2003 Status - Private, state-approved university Accreditation - ZEvA - Zentrale Evaluations- und Akkreditierungsagentur Hannover

(Central Evaluation and Accreditation Agency, Hanover) Study programmes - 41 Bachelor’s and Master’s degree courses Students - Approx. 2400 (as at June 2017) Alumni - Approx. 1700 (as at November 2015) Areas of Expertise - Health Sciences and Medicine - Logistics and Business Management - Cultural, Educational and Social Sciences - Law in an Interdisciplinary Context - Natural and Engineering Sciences


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2 Brief description and aims of the course The need for an academic qualification Commercial success is the main objective of any business enterprise. In order to ensure this, it is particularly important that projects be planned, implemented and handed over to the customer in a professional and target-oriented way. Essential elements in this process are the tendering and bidding phase, the contract phase, the planning and execution phase, and finally the warranty phase. Specialists in this field ensure the stability and growth of an internationally operating company. So far, however, there is no suitable academic qualification focusing specifically on the theme of Commercial and Contract Management and taking both an academic and practice-oriented approach. A cross-sectoral concept: Commercial and Contract Management Thanks to the interdisciplinary approach, graduates of this MBA course have the commercial, legal and managerial expertise to be able to successfully manage contracts and projects and to enhance their company’s commercial strategy. Wide-ranging points for discussion The diversity of sectors and experience among the participants and the teaching staff underline the interdisciplinary nature of the study programme and open up interesting new perspectives and opportunities for comparison with regard to personal and sector-specific problems and solutions. In addition, the course encourages and assists in the development of a career-building network. Intensive interaction Since the number of participants is limited to around 20, the individual problems of the students can be addressed within the context of the curriculum. Close interaction both among the participants and with the lecturers is a matter of course, creating an intensive learning atmosphere. Facts Duration of studies/type of course - 2 years/ 4 semesters - alongside employment/part-time ECTS credits - 60 Language of tuition and examination - 100% English Study venue - Dresden Degree awarded - Master of Business Administration, MBA - IACCM Commercial Contracting Certificate (Practitioner Level)


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3 Tuition fees and funding Tuition fees The tuition fees for the Master’s degree course are 5000 euro per semester (amounting to 20,000 euro in total). The tuition fees cover: - registration fee, - attendance hours, - examinations in accordance with the examination regulations and - supervision and marking of home assignments/case studies and the Master’s dissertation. The tuition fee is usually to be paid by direct debit per semester or per month. Extra tuition fees are charged for the acquisition of additional credit points. Travel, accommodation and subsistence costs are not included in the fees. Funding In addition to self-funding and employer support (absorption of costs, leave of absence), there are also numerous state and private funding opportunities available to cover the costs of the study programme. Which source of funding is available for a specific individual can only be decided on a case-by-case basis and cannot be answered in general terms. Please make enquiries at the relevant offices. In principle, the following funding opportunities are available to all (Germans): - Education loans (Bildungskredite) (e.g. KfW-Studienkredit, DKB, Deutsche Bank, Sparkassen,…) - The Education Fund (Bildungsfonds) - Tax deductibility - Educational leave (Bildungsurlaub) (not available in the federal states of Saxony and Bavaria).


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4 Admission and application Admission The requirement for admission to the MBA study programme is a first academic degree from a university or university of applied sciences (Fachhochschule) with at least 240 ECTS credits. In addition, proficiency in English at B2 level (CEFR) is required, as well as at least two years of relevant professional experience. During the course of studies, a total of 60 ECTS credit points are acquired. Together with the first academic degree from a university or university of applied sciences (Fachhochschule), a total of 300 ECTS credit points must be proven in order to obtain the Master’s degree (MBA). It is possible to undertake additional modules at Dresden International University in order to make up for any lacking ECTS credit points. These additional credit points can, of course, also be obtained at any other university, college of higher education or non-university institution. Further information can be obtained from the project manager responsible for the study programme. A German Diplom is usually classified as follows: - Diplom University, State Examination, 4 years of full-time study 240 ECTS points - Diplom Fachhochschule, 4 years of full-time study 240 ECTS points - Diplom Fachhochschule, 3.5 years of full-time study 210 ECTS points - Diplom Fachhochschule, 3 years of full-time study 180 ECTS points.

Application Applicants should please submit all their application documents to the project manager of the study programme no later than 15 February. It is advisable to apply early since the number of participants is limited to around 20 students. For application please download the application form in the section "download" (www.di-uni.de/iccm) and click the button “Please apply here!” Create a new account and add all the following documents: - a certified copy of Master's/ Bachelor's degree (at least 240 ECTS credits) - Certificate, Transcript

of records - a copy of High School/Junior College Diploma - a proof of English language proficiency B2 (CEFR) - TOEFL iBT79, IELTS 6.0, Cambridge CAE

(note: native speakers are exempted from this requirement) - a proof of relevant working experience (employer's reference) - your Curriculum Vitae (CV) - a letter of motivation of 1-2 pages. The GMAT test is not required. The selection of applicants is usually carried out on an individual basis subject to the entry requirements. Where necessary, an additional admission interview via telephone may be conducted by the Academic Directors. Applicants will be duly informed. Application deadline - 15 February

http://www.di-uni.de/iccm


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Attendance

hours

EC

TS credits

5 Course schedule

Semester 1

Semester 2

Semester 3

Semester 4

During the first three semesters (April 2018 - July 2019), classroom-based instruction takes place on a part-time basis alongside employment in Dresden. During the fourth semester (September 2019 – December 2019) the students write their Master’s thesis.

Module 1 Introduction to Commercial and Contract Management and Legal Basics 50 5

Module 2 Financial Basics for Commercial Management 50 5 Module 3 ICCM at the Pre-Award Phase (Pre-Bid and Bid) 50 5

Module 4 ICCM at the Contracting Phase (NTP) 70 7 Module 5 ICCM at the Post-Award/Kick-off Phase 80 8

Module 6 ICCM at the Design, Build and Delivery Phase (EPC – Engineering, Procurement and Construction)

50 5

Module 7 ICCM at the Warranty Phase and at Project Closure 50 5 Module 8 Claim Management and Dispute Resolution 50 5

Tutorial, Master’s thesis + Colloquium 5 15 total 60


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January 2018 February 2018 March 2018 CW Mon Tue Wed Thu Fri Sat Sun CW Mon Tue Wed Thu Fri Sat Sun CW Mon Tue Wed Thu Fri Sat Sun

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October 2018 November 2018 December 2018 CW Mon Tue Wed Thu Fri Sat Sun CW Mon Tue Wed Thu Fri Sat Sun CW Mon Tue Wed Thu Fri Sat Sun

40 1 2 3 4 5 6 7 44 1 2 3 4 48 1 2 41 8 9 10 11 12 13 14 45 5 6 7 8 9 10 11 49 3 4 5 6 7 8 9 42 15 16 17 18 19 20 21 46 12 13 14 15 16 17 18 50 10 11 12 13 14 15 16 43 22 23 24 25 26 27 28 47 19 20 21 22 23 24 25 51 17 18 19 20 21 22 23 44 29 30 31 48 26 27 28 29 30 52 24 25 26 27 28 29 30 1 31

Exam Lecture Master’s Thesis

http://www.kalenderpedia.de/


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January 2019 February 2019 March 2019 CW Mon Tue Wed Thu Fri Sat Sun CW Mon Tue Wed Thu Fri Sat Sun CW Mon Tue Wed Thu Fri Sat Sun

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April 2019 May 2019 June 2019 CW Mon Tue Wed Thu Fri Sat Sun CW Mon Tue Wed Thu Fri Sat Sun CW Mon Tue Wed Thu Fri Sat Sun

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July 2019 August 2019 September 2019 CW Mon Tue Wed Thu Fri Sat Sun CW Mon Tue Wed Thu Fri Sat Sun CW Mon Tue Wed Thu Fri Sat Sun

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October 2019 November 2019 December 2019 CW Mon Tue Wed Thu Fri Sat Sun CW Mon Tue Wed Thu Fri Sat Sun CW Mon Tue Wed Thu Fri Sat Sun

40 1 2 3 4 5 6 44 1 2 3 48 1 41 7 8 9 10 11 12 13 45 4 5 6 7 8 9 10 49 2 3 4 5 6 7 8 42 14 15 16 17 18 19 20 46 11 12 13 14 15 16 17 50 9 10 11 12 13 14 15 43 21 22 23 24 25 26 27 47 18 19 20 21 22 23 24 51 16 17 18 19 20 21 22 44 28 29 30 31 48 25 26 27 28 29 30 52 23 24 25 26 27 28 29

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Exam Lecture Master’s Thesis

http://www.kalenderpedia.de/


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6 Module descriptions Module 1 Introduction to Commercial and Contract Management and Legal Basics Learning objectives: The student should: - be able to use the terminology of commercial and contract management in an appropriate professional

manner - be able to explain different types of contract - be able to summarise the different forms of commercial management and the latest international

developments - be able to compare the legal systems of civil law and common law and transfer this knowledge to the drafting

of contracts and the management of projects - be able to reflect complex projects in contractual structures - be able to enforce contractual demands on suppliers Contents: 1.1 General: - Definitions, Concepts and Trends: clarification of basic concepts in Commercial Management and Contract

Management; different forms of Commercial Management and recent developments - Commercial Management (CM): Strategic CM and Operational CM:

- Strategic Commercial Management: influence and potentials of Commercial Management in the orientation of business practices

- Operational Commercial Management: overview of Commercial Management in the operational implementation of contracts and projects; interaction between various functions, disciplines, competencies, skills and tools in the life-cycle of a contract/project

1.2 Legal I: - Law Systems and International Business Law: introduction to legal systems (particularly Common Law and

Civil Law); introduction to contractual law in both legal systems; UN sales law (CISG); choice of law and conflict of laws

- Types of Contracts and Special Template Contracts: overview of the common types of contract (purchase contract, contract for work and service contract, including international comparison); relevant standard contracts – FIDIC , Orgalime, ICC, NEC, IChemE, VOB/B

- Purchase Contracts: significance of distribution of risk and the back-to-back principle; use of general conditions of purchase, taking account of the legal framework conditions (legislation on terms and conditions); competing general terms and conditions; supplier loyalty

1.3 Management I: - Compliance and Governance: the compliance function in businesses – principles, function, overlaps with

neighbouring functions such as risk management, internal control systems and internal auditing; specific compliance themes – corruption offences and prevention of corruption; international initiatives (e.g. UN Global Compact, Transparency International)

Module Examination: Written Examination (180 minutes)


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Module 2: Financial Basics for Commercial Management Learning objectives: The student should: - be able to explain the financial principles of commercial management, in particular the principles of

(international) accounting and the taxation (law) principles of international project business and be able to apply these in an appropriate professional manner

- be able to compare the various securities provided for payments and services and transfer this knowledge to professional business activities in relation to specific situations

Contents: 2.1 Finance I: - Financial Aspects of the Bidding Phase: calculation bases, cash management, project financing, distribution

of risk and hedging - Accounting: accounting rules (national and international); balance sheet, profit and loss accounting - Taxation: principles of taxation law; principles for the taxation of business partnerships and corporations;

taxation of transactions and contractual entitlements; international tax law; taxation of (international) business establishments; tax planning and tax strategy; tax risk management; tax inspections and legal protection (including tax ADR)

- Transfer Pricing: transfer pricing models; transfer pricing strategy; IT implementation and value chain transformation (VCT); permanent establishment; group financing (internal financing structures); transfer pricing documentation and the arms-length principle; advanced pricing agreements (APAs)

- Securities: overview of the various asset backing instruments (bonds, guarantees, parent company guarantees, letters of credit) and possible applications (bid bond, advance payment bond, performance bond, warranty bond)

Module Examination: Case Study (20-25 pages)

Module 3: ICCM at the Pre-Award Phase (Pre-Bid and Bid) Learning objectives: The student should: - be able to identify the commercially relevant markets for the company, analyse these from strategic points of

view and successfully place the company’s services and products on the market - be able to explain the legal framework conditions of the different forms of business combinations - be able to apply the legal and commercial principles of innovation management, industrial property rights and

commercial utilisation at the pre-award phase - be able to analyse the market with regard to corporate cooperation for the maximisation of profits Contents: 3.1 Legal II: - Intellectual Property Rights: overview of property rights (patents, trademarks, design and know-how,

copyright); commercial utilisation of property rights (competitive advantage, aftermarket, licensing); protection of industrial property rights in the supply chain; escrow agreements; technology transfer and local content requirements


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- Teaming Agreements: different possible types of contract for the joint provision of services: bidding consortia; consortium agreements and prerequisites for their admissibility from the point of view of competition; joint ventures; partnership agreements

3.2 Management II: - Markets: obtaining information (qualitative and quantitative market research methods); identification of

relevant markets and interaction with commercial corporate strategy - Marketing, Lobbying and Relationship Management: marketing planning; marketing strategies; marketing

instruments (product policy, communication policy, price policy, distribution policy); buyer behaviour; stakeholder analysis and arena model

- Innovation Management: connections between a company’s innovation practices and economic performance data; principle of value-added chains in industry; principles of quality management in value-added chains; organisation of global cooperation in innovation projects; allocation of development costs to contracts/project (R&D spread)

- Strategy: conceptualisation of strategic business decisions for opening up and cultivating markets, paying particular attention to strategic commercial management – environment analysis; sector analysis; corporate analysis; attractiveness of markets; formulation of strategies; potentials for market entry; general management simulation: BTI Global Strategy Simulation (competitive game)


Module 4: ICCM at the Contracting Phase (NTP) Learning objectives: The student should: - be able to apply his legal and business knowledge to the contracting phase - be able to draft contracts independently - be able to analyse contracts and assign rights and duties to individual post-holders in the company - be able to apply mediation and negotiation techniques - make decisions taking account of the interests of the contracting parties and on the basis of sound

knowledge, and be able to work out and evaluate alternative courses of action - be able to plan and conduct contract negotiations Contents: 4.1 Legal III: - Competition Law and Anti-trust Law:

- Substantive law: basics of competition law; prohibition of agreements that restrict competition; misuse of a market-dominating position; special requirements under competition law concerning the behaviour of public and quasi-monopoly companies; legal restrictions on state aid in the awarding of contracts; merger control; competitive restrictions on the transfer of information through contracts and transactions; competition law framework for bidding consortia; clauses in company acquisition contracts and typical supply agreements that are of relevance in respect of competition; competition law compliance; basics of fair trading legislation

- Procedural law: basics of European and national procedural competition law; merger control procedures; sanctions in competition law; legal protection against competition authority decisions


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- Public Procurement Law: basics of national public procurement laws in Germany and other countries; influence of EU public procurement law; threshold values in public procurement law; procedural principles; regulation of public procurement procedures according to the German VOL, VOB and VOF regulations; in-house procurement; PPP projects; evaluation criteria; legal protection

- Contract Formation: offer and acceptance; formation of a contract (including formal requirements and modern contractual forms); representation and power of attorney; letter of intent; memorandum of understanding; heads of terms and term sheet

4.2 Management III: - Contract Management I: structures of contracts from simple exchange agreements to complex contractual

structures for global projects; description of the contents of a contract (required performance); overview of contractual documents and interface management

- Contract Management II: contract design – discretionary and mandatory legal requirements; structure of contracts; language of the contract and contractual language; contract visualisation; interpretation of contracts; international contract law; conflicting terms and conditions (battle of forms); contractual risk management

- Decision Making: decision-making theories; decision-making situations in cases of conflict of objectives; decision tree and decision matrix; roles and responsibilities; RACI method

4.3 Skills/Tools I: - Creativity Techniques: preconditions for creativity and creative blocks; creativity techniques, e.g. the

morphological box, the Osborn checklist, brainstorming, brainwriting, 6-3-5-method, Walt Disney method, mind-mapping

- Negotiation Skills: distributive negotiations; integrative negotiations – the Harvard concept for negotiating; dealing with difficult situations and complexity; distorted perceptions and cognitive dissonance; cultural aspects of negotiation; multiparty negotiations; forms of third-party involvement in negotiations (conciliation, mediation, negotiation coaching, ghost negotiation)

- Deal Mediation: benefits of mediative techniques and use of mediation in concluding contracts - Communication: introduction to the psychological concept of transactional analysis after Eric Berne;

personality model; variants of interpersonal communication units and their effects on interpersonal communication dynamics; verbal and non-verbal communication

Module Examination: Written Assignment (20-25 pages)


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Module 5: ICCM at the Post-Award/Kick-off Phase Learning objectives: The student should: - be able to explain the legal and business principles involved in the project kick-off phase - be able to make personnel decisions in an appropriate professional manner - be able to analyse and optimise complex contractual structures, supply chains and financing models from a

commercial point of view - be able to identify and analyse problems and develop and implement response strategies - be able to create, motivate and successfully lead teams - understand intercultural influences on communication and behaviour and have the ability to take these into

account when making decisions. Contents: 5.1 Finance II: - Budgeting and Controlling: cashflow modelling; key figures; risks

5.2 Legal IV: - Labour Law: employment contracts; secondment contracts; legal framework conditions (annual leave,

working hours, protection against dismissal, collective labour law)

5.3 Management IV: - Procurement: procurement and purchasing; supply chain management - Human Resources: HR planning; qualification profile for commercial and contract managers (competency

grid); recruiting; development opportunities and career paths; secondment and relocation; staff training and development; opportunities for rewards and incentives; empowerment; in-house conflict management

- Risk Management I: identification of risk; risk categories and types of risk

5.4 Skills/Tools II: - Team Building and Motivation: working groups and teams; team-building exercises; phases of group

developments after Tuckman; team intervention - Intercultural Aspects: influence of culture on communication and human behaviour; macro and micro culture;

cultural dimensions; world views; values and norms; behaviour; ethnocentrism; prejudice and clichés; cultural identity; principles of communication; the perceptual process; intercultural relationships; misunderstandings and conflicts; culture shock; intercultural competence

- Leadership: leadership using the transfer model "Führen durch Dirigieren" (leading by conducting): What can be learnt from working with and in an orchestra for day-to-day management practices in a company or team.

- Change Management: steering and supervising transition processes

Module Examination: Written Assignment (20-25 pages)


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Module 6: ICCM at the Design, Build and Delivery Phase (EPC – Engineering, Procurement and Construction)

Learning objectives: The student should: - be able to apply his legal and business knowledge to the build and delivery phase - be able to plan projects in an appropriate professional manner and be able to observe and assess the legal

consequences of schedule deviations - be able to identify and realise potential project improvements and to establish project amendments - be able to draft alterations to contracts - be able to develop and implement measures for improving the results of a project - be able to lead complex transformation processes Contents: 6.1. Finance III: - Financial Aspects of the EPC Phase: representation of risks and opportunities in accounting; invoicing;

sliding-price clauses; inventories; internal and external reporting and auditing

6.2 Legal V: - Delivery: INCOTERMS; transfer of risk and transfer of ownership; defaults and consequences of default

(contractual penalty, flat-rate compensation, compensation, cancellation or withdrawal); causation (e.g. competing causation, overtaking causation, cumulative causation) in direct association with 6.3 (Planning and Scheduling); fault and EoT; force majeure; drastic project interference and “time at large”; disclosure and notification obligations

6.3 Management V: - Scheduling: planning and scheduling; master schedule and detailed schedules; critical path; buffers; default

analysis (influence of individual interfering factors on actual delay taking account of competing, overtaking, sequential, cumulative and parallel causations)

- Variation Order Management: alterations to contracts and supplementary agreements; AAW (additional arising work)

- Contract Management III: contract administration; contract obligation matrix (contract work breakdown structure); types of clause (active clauses, passive clauses, text clauses)

- Risk Management II: risk analysis; risk management strategies; risk control - Project Improvement: measures for improving project results during the implementation of the project (result-

enhancing measures)

6.4 Skills/Tools III: - Process Chains: developing fault-free operating procedures on the basis of an example (Lego robot)

Module Examination: Written Examination (20-25 pages)


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Module 7: ICCM at the Warranty Phase and at Project Closure Learning objectives: The student should: - be able to apply his legal and business knowledge to the quality assurance, warranty and project closure

phase - be able to assess the opportunities and limitations of insurance and to apply this knowledge to specific

situations - be able to recognise outstanding issues and resolve them in a results-oriented way - be able to document the knowledge acquired over the course of the project and store this knowledge in such

a way as to be useful for future projects - be able to make a contribution to the company as a learning organisation. Contents: 7.1. Finance IV: - Financial Aspects of the Warranty Phase: retentions; release of risk provisions and free contingency; final

accounts - Insurance: overview of the various types of insurance; strategic insurance management; project financing

and securing with insurance cover; making and asserting insurance claims

7.2 Legal VI: - Legal Aspects of the Warranty Phase: acceptance: acceptance procedures and criteria (preliminary

acceptance, final acceptance); warranty rights (subsequent improvement, subsequent delivery, reduction, compensation and substitute performance); liability systems (contractual liability, statutory liability, fault-based liability and liability without fault, possibilities of and restrictions on the limitation of liability, tortious liability and product liability); termination of a contract and withdrawal from a contract; expiry of the contract and performance; obligations extending beyond the life of the contract arising from the contract and from statutory regulations; liquidation of securities

7.3 Management VI: - Knowledge Management: basics of knowledge management (terms and definitions, distinctions between

data, information and knowledge); systems and processes; knowledge management tools (databases, internal and external networks, portals); methods

- Quality Assurance: quality management; ISO; design reviews; first article inspections; incoming goods control

- KPI and Performance Management: measurement of performance; parameters Module Examination: Written Assignment (20-25 pages)


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Module 8: Claim Management and Dispute Resolution Learning objectives: The student should: - be able to explain claim management, the demands of verification management as well as the various legal

framework conditions for litigation under different legal systems - be able to compare different procedures of conflict mediation and conflict resolution and apply this knowledge

to specific situations - be able to uphold and present reasoned opinions - be able to solve conflicts on the basis of various alternative courses of action and represent the company’s

interests. Contents: 8.1 Management VII: - Claim Management: definition of a claim; types of claims (offensive, defensive, counterclaims); claim

awareness – from claim prevention to early identification; claim strategy; claim resolution (notification, evaluation evidence, negotiation)

- Document Management: - basics of information management – information enablement; big data; fundamentals of good information

Management - Maturity model for information management: Meta-data and document management, Lifecycle and

collaboration, Structured content and on-demand rendering, Semantic content, Knowledge management - Important secondary aspects of information management: Project management: agile/iterative, design by

prototyping, Claim management: mutual obligation tracking on a joined platform?, Change management & enterprise culture: people’s relationship to information, Mobility: client device agnostic, Technology: HTML5, role-based, real-time, Mergers & acquisitions: how to integrate foreign information (e.g. master data governance), Archiving: statutory and contractual storage obligations; conservation of evidence vs. discovery and disclosure

8.2 Skills/Tools IV: - Dispute Resolution, ADR and Claim Management Toolbox: comparison of different dispute resolution

procedures (negotiation, mediation, conciliation, arbitrator’s expert opinion, dispute board, mini-trial, arbitration proceedings, adjudication, state court proceedings); differentiating criteria; selection methods; tool-based selection of the most suitable conflict resolution procedure; calculation of costs; knowledge databases and litigation risk analyses

- Conflict Management: types of business disputes (internal and external conflicts); types of conflict (distribution, relationship, value, strategy and material conflicts); differentiation – conflicts, conflict management, conflict management systems, conflict management of inter-company conflicts

- Presentation and Rhetoric: history of rhetoric and classic speech structure; psychological principles of rhetorical effect; training of individual rhetorical skills (conveying presence and achieving effect); training of various modern forms of speech and presentation; efficient speaking and efficient writing

- Decision Tree: drawing up and using decision trees



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7 Academic directors and teaching staff Academic directors - Dr. Ulrich Hagel, Company Lawyer and Head of Claim Governance, Litigation and Procurement

Support at Bombardier Transportation in Berlin - Prof. Dr. Rainer Lasch, Professor for Business Management, especially Logistics at Technische

Universität Dresden and member of the Executive Board at Dresden International University Teaching staff

Title Name Educational institution / Company Role Module 1

Cummins, Tim IACCM (London/UK) President, CEO

Prof. Dr. Rasmussen-Bonne, Hans-Eric

WEITNAUER: Lawyers, Auditors, Tax Consultants (Berlin)

Senior Partner, Head of the Berlin office, Honorary professor, International Commercial Law

Dr. Kiene, Karla Linde AG, Engineering Division (Dresden) Senior Counsel - Engineering

Dr. Hagel, Ulrich Bombardier Transportation and Konsenskanzlei (Berlin)

Lawyer and mediator, Head of Claim Governance, Litigation & Procurement Support

Tölle, Gernot Fyber N.V (Berlin) Senior Corporate Counsel Module 2

Dörfler, Günther AREVA GmbH (Erlangen) Contract Manager Large Projects

Neumann-Tomm, Axel TriStyle Mode GmbH Head of Tax

Hülster, Thomas Ernst & Young GmbH Wirtschaftsprüfungsgesellschaft

Partner, International Tax Services - Transfer Pricing

Prof. Dr. Eisenberg, Andrea Technische Hochschule Ingolstadt (Ingolstadt)

Professor of Accounting, Controlling and Business Administration

Dr. Decker, Eric Bilfinger SE Legal Director

Module 3

Prof. Dr. Wündisch, LL.M., Sebastian Noerr LLP (Dresden) Lawyer and Partner, Honorary Professor,

Technology Transfer and Licensing



Prof. Dr. Dobbelstein, Thomas

Customer Research 42, Duale Hochschule Baden-Württemberg, Ravensburg branch (Frickingen (Bodensee / Lake Constance))

Executive board member at Customer Research 42, Professor of Market Research and Marketing


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Title Name Educational institution / Company Role

Prof. Dr. Böhm, Eike Hochschule Esslingen, Kion Group AG (Frankfurt) Honorary professor, Board member

Prof. Dr. Lewis, Gerard J. Hochschule für Technik und Wirtschaft Dresden (Dresden)

Professor of International Strategic Management

Module 4

Horstkotte, Christian

Baker & McKenzie - partnership of lawyers, auditors and tax consultants (Düsseldorf)

Lawyer and partner

Dr. Schilf, Sven WEITNAUER: lawyers, auditors, tax consultants (Berlin)

Partner, Head of the Intellectual Property & Competition Practice Group; Life Sciences Practice Group and Arbitration & Litigation Practice Group member

Prof. Dr. Rudolph, Ulrich Hochschule für Technik und Wirtschaft Berlin (Berlin)

Professor of Industrial Engineering, Project and Innovation Management

Mahnken, Volker RA Volker Mahnken, Construction Conflict & Risk Management (Neu-Isenburg)

Independent lawyer, arbitrator, neutral third party in ADR procedures

Lüdecke, Rainer (Oberursel) Independent lawyer



Prof. Dr. Berkel, Georg Negotiationconsulting.com (Freising) University professor, also independent lawyer and adviser

Heidig, Jörg Process psychologists, Kleinert | Heidig & Partner (Baruth) Process psychologist

Module 5

Prof. Dr. Sattler, Wolfgang Hochschule für Technik und Wirtschaft Dresden (Dresden)

Professor of Business Administration, particularly operational and strategic controlling

Prof. Dr. Dendorfer-Ditges, Renate

DITGES PartGmbB, lawyers, auditors, tax consultants, EBS University of Wiesbaden (Bonn)

Lawyer, Honorary Professor of Economics and Law in the sphere of dispute resolution

Prof. Dr. Lasch, Rainer Technische Universität Dresden (Dresden)

Holder of the Chair in Business Administration, specialising in logistics

Prof. Dr. Krings, Thorsten prof. krings & partner, Duale Hochschule Baden-Württemberg (Heilbronn)

Professor of HR and Management

Lüdecke, Rainer Independent lawyer (Oberursel)

Schuierer, Christina Christina Schuierer – Consulting, Coaching, Counselling (Berlin)

Adviser on Organisational Development and Team Development

Feigel, Peter Christian

Staatsoperette Dresden, Komische Oper Berlin etc. (Dresden etc.) Conductor


MBA ICCM 21

Title Name Educational institution / Company Role Module 6


Roquette, LL.M. (NYU), Andreas J. CMS Hasche Sigle (Berlin) Lawyer and partner

Bewsey, Geoff Hill International GmbH (London/UK) Senior Vice President



Russell, Richard (Derby/UK)

Prof. Dr. Lasch, Rainer Technische Universität Dresden (Dresden)

Holder of the Chair in Business Administration, specialising in logistics

Lüdecke, Rainer Independet lawyer (Oberursel)

Prof. Dr. Schoper, Yvonne Hochschule für Technik und Wirtschaft Berlin (Berlin) Professor of International Management

Module 7


von Bachmann, Götz Marsh GmbH (Leipzig) Head of Technical and Transportation Insurance

Bock, Volker Noerr LLP (Dresden) Lawyer

Lüdecke, Rainer Independent lawyer (Oberursel)

Prof. Dr. Böhm, Eike Hochschule Esslingen, Kion Group AG (Frankfurt) Honorary professor, Board member



Module 8

Stroh, Volker Volker Stroh – Contract and Claims Management, Training and Consultation (Mainz)

Proprietor

Jacob, Kai SAP Deutschland SE & Co. KG (Walldorf)

Head of Global Contract Management Services, Global Field Legal


Lawyer and Mediator, Head of Claim Governance, Litigation & Procurement Support

Mahnken, Volker RA Volker Mahnken, Construction

Conflict & Risk Management (Neu-Isenburg)

Independent lawyer, arbitrator, neutral third party in ADR procedures

Heidig, Jörg Process psychologists Kleinert | Heidig & Partner (Baruth)

Process psychologist


MBA ICCM 22

8 Information Dresden International University gGmbH The continuing education university at TU Dresden An enterprise of TUDAG Technische Universität Dresden AG Freiberger Straße 37 01067 Dresden Tel.: + 49 351 40 470 102 Fax: + 49 351 40 470 110 Internet: http://www.di-uni.de President: Prof. Dr. Irene Schneider-Böttcher Honorary President: Prof. Dr. Kurt Biedenkopf Managing Director: Dr. Reinhard Kretzschmar Registry court: Dresden Local Court Registration number: HRB 21783 Tax no.: 203/107/060923 Fotonachweis: Fotolia_baranq Contact: Elke Schleif, M.A. Tel.: + 49 351 40 470 141 Email: [email protected] Information up-to-date as at: 14 June 2017 Subject to alteration without notice

http://www.di-uni.de/

mailto:[email protected]

MASTER OF BUSINESS ADMINISTRATION INTERNATIONAL … · 2017. 9. 25. · - IACCM Commercial...

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