Executive MBA

• Professor Richard Kwiatkowski

Developing Leadership” is one of the key themes of the Cranfield MBA and this is the first of four linked modules on the topic.

This module will explore current conceptions of leadership;

- The leader’s awareness of self and others, their responses and the development of insight as a requirement for further development
- New practices and innovations in Leadership 

The module orients itself around the development of the necessary capabilities for effective leadership with self-awareness highlighted as a critical initial prerequisite.  This first module therefore aims to develop an awareness of self and other – and one way of examining this is in relation to the individual and team contexts.  Individual leadership development includes personal aspects such as self-awareness, emotional intelligence, ability to motivate others, maturity, integrity, and personal impact.

This module is founded on well developed areas that link to the Leadership agenda including personality, learning, individual differences, diversity, motivation, decision making, power and influence, politics, intelligence, and interpersonal and group dynamics; since a leader, by definition, has to lead something or more often some people.  The module is explicitly not atheoretical; it introduces various sound organizational and behavioural theories, models and empirical data going back many years, and currently being developed.

Additionally, this module will contain important elements of professional development such as resilience, teamwork, decision making, open mindedness, synthesis and analysis, and critically in senior managers and leaders, the tolerance of ambiguity and complexity.

The module covers:


- An Introduction to Leadership and Management; history, current views, future developments.

- Introduction to self-awareness as a key foundation of leadership identity.

- Practical and theoretical input on a variety of Individual Differences and their impact; including Learning; Personality; Intelligence; Diversity and inclusion, Critical Thinking, Resilience, evolutionary and neurological perspectives.

- Giving and receiving feedback and practical implications for performance.

- Theoretical and Practical aspects of the leader’s role both in self-motivation and motivating a team.

- Emotional Intelligence development through awareness of self and other.

- Personal Constructs as a way of understanding the interpersonal context within and between organizations.

- Introduction to Organizational Culture; the importance of ‘fit’.

- Personal Values and Ethics; leading with integrity.

- Practical aspects of self in relation to social context; Team behaviour & Team dynamics; leading and collaborating in real time with others.

- An introduction to Persuasion and Influencing.

- Organizational Politics.

- Leading teams effectively; transformational and transactional behaviour.

- Receiving feedback and planning next steps in the Leading and Learning process.

• Professor Ruth Bender

The module looks at both financial and management accounting. You will be provided with a thorough understanding of company accounts, how they are construed and how to interpret them. Further to this, you will look at and understand the key issues in management accounting from the point of view of business leaders needing to make practical decisions in their organisation.

 

The module covers:

• The fundamental accounting documents: income statement, statement of financial position and cash flow statement.
• Consolidation of the accounts of companies with subsidiaries.
• Interpretation of accounts through ratio analysis.
• Cost/volume/profit analysis and breakeven.
• Allocation of overhead costs.
• Budgeting and variance analysis.
• Divisional performance.
• Transfer pricing.

On successful completion of this module you should be able to:

• Demonstrate a systematic understanding of the fundamental principles of financial accounting.
• Describe how subsidiary accounts are consolidated.
• Prepare key financial statements from basic information.
• Analyse and interpret company accounts.
• Classify different types of costs and conduct break even analysis.
• Prepare budgets and interpret variances from budget.
• Evaluate divisional performance and different transfer pricing methods.

This module will help you to develop a theoretical and practical skill base of strategic operations management including its key concepts, as well as the main tools and techniques used by a variety of organisations in different sectors of activity.

The module covers:

• The strategic role and contribution of operations.
• The process and content of operations strategy.
• Process design and layout.
• Managing the process experience.
• Tools and techniques of process improvement.
• Capacity management.
• Inventory management; lean and agile operations.
• Quality management and improvement.
• People in operations.

On successful completion of this module you should be able to:

• Develop an operations strategy for organisations, identifying key operational performance criteria for each area of its activities.
• Evaluate the operations contribution to the development and implementation of successful business strategy.
• Appraise the critical issues faced by different organisations; demonstrate how to select the priorities for operational performance improvement and plan the means to bring about that improvement.
• Identify key issues in the management of change in operations through understanding the critical transitions of both processes and people.

• Dr Carmine Basile
• Dr Dennis Esch
• Dr Ahmed Shaalan

This module will prepare you for general management responsibilities by focussing on the input of the marketing perspective across all functions. You will be presented with a strategic perspective of marketing, understanding the needs and wants of customers as a guide to direct the organisation.

The module will cover:

• Marketing from a value-driven perspective, considering how the assets of the organisation can be used to create and deliver value to customers and shareholders.
• The role of strategic marketing and the means whereby high level strategy can be implemented by way of a marketing plan.
• The nature of markets as the basis for the creation and delivery of value to customers and shareholders.

On successful completion of this module you should be able to:

• Evaluate the organisation-wide implications of being a market-oriented and customer-led organisation and its impact on management and business performance.
• Apply marketing theories, tools and frameworks to business opportunities and problems.
• Understand the key elements of the marketing mix and customer management.
• Write and defend a strategic marketing plan.

• Dr Stephanie Hussels

The module aims to provide the students with a detailed understanding of the venture capital funding process. Thereby students will not only gain an insight on how the sector works, from both a venture capitalist as well as entrepreneur’s point of view, but will be required to assess real business plans, conduct due diligence and negotiate a deal. The module requires developing both hard and soft skills.

The module covers:

- Outline of the sources of funding available to early stage businesses
- The venture capital industry: Players, expected returns and cost of capital
- Venture capital due diligence: Process and content
- Company valuations: Intrinsic and relative
- Fundamentals of term sheets: Theory and practice
- Negotiating a deal: An entrepreneurs and investors perspective.

On successful completion of this module a student should be able to:

1. Understand the real world processes involved in raising venture capital including how the industry is structured.
2. Be aware of the various sources of funding for early stage businesses such as business angels, crowdfunding, government courses, debt and customer finance.
3. Conduct due diligence on early stage ventures.
4. Prepare and evaluate terms sheets.
5. Valuate early stage companies.
6. Negotiate an investment deal with early stage entrepreneurs.

• Professor Catarina Figueira

What is it that business students need to learn from a course in economics? Few if any intend to become professional economists, instead the vast majority seek a career in management and here at Cranfield many MBA students are focused on senior management positions. Yet, to operate as a successful manager requires an economic way of thinking, in particular a clear understanding of efficiency and the working of markets. The more senior a manager the more important are two overriding concerns if they are to perform well: the ability to successfully formulate and implement strategy; and the skills to coordinate and motivate those they manage. Organisational behaviour, personal development and strategy are backbone subjects of a good MBA programme but these three subjects, indeed practically all subjects you will study on the programme, draw to a greater or lesser extent on microeconomic theories in order to gain insights into how people are motivated and markets work.  Thus, the role of economics as part of an MBA Programme is to provide the depth and rigor necessary to properly understand and analyse real world business situations.

The course is divided into three parts:
Part I: The Basics.  
• This serves as an introduction to the core microeconomic concepts of demand, revenue, costs and profits. 

Part II: The Firm and the Creation of Value.   
• This section turns the focus on the firm itself, its role in dealing with uncertainty and the contribution its internal structure makes to strategic opportunities and competitive advantage.   
• Alternative explanations of firms are explored as well as the issues that determine vertical (supply chain) relationships and horizontal boundaries.   
• The sessions also explore the ways in which owners seek to ensure their interests are paramount, the ways in which internal control and reward systems deliver efficiency and the ways in which the focus on economic sustainability has increasingly had to take account of the demands for social and environmental sustainability.   
• The purpose is to integrate organisational and economic theory in order to explain why the rate at which firms grow and profitability vary.

Part III: Capturing Value from the Market.   
• This examines the strategic behaviour of firms which to a significant extent is influenced by alternative market structures.  
• Market structures and market power are related concepts and this section of the module largely focuses on oligopolistic markets and the behaviours such firms engage in to achieve competitive advantage. 
• Throughout the module traditional microeconomic models are combined with game theory and reality is further enhanced by an emphasis on uncertainty and the role of governments.   
• In keeping with the School’s policy to embed corporate social responsibility in the curriculum, the economic perspective on sustainability and associated micro policy is also discussed.

On successful completion of this module a student should be able to:

1. Appraise how the behaviour and performance of economic organisations are influenced by their external and internal environments;
2. Evaluate the key economic theories and relevant research regarding the nature and distinctiveness of individual organisations;
3. Critically assess and comment coherently on economic explanations of the management of organisations and their competitive behaviour;
4. Demonstrate  practical skills in using economic models to measure and analyse the economic performance of organisations and individuals;
- Assess the contribution economics makes to showing business how to create sustainable economic, social and environmental value.

• Dr Shailendra Vyakarnam

The module will promote productive and self-sustaining entrepreneurship. It provides you with a rigorous grounding in business analysis of entrepreneurship in order to prepare for the risky, uncertain, and challenging environment for new business ventures. It also requires you to immerse yourself in the real life experience of launching new ventures. Therefore, you will be required to either start your own business or contribute to the development of another venture while on the course.

The module will include:

• Entrepreneurial risk, performance and environment.
• Business planning techniques and their application in entrepreneurial ventures.
• Venture strategy in dynamic markets.
• Protecting and securing intellectual capital: intellectual property rights and antitrust law.
• Start-ups and resources to exploit a profit opportunity.
• The evolution of the venture and managing growth.
• Financial management for new ventures: financing a start-up.
• The entrepreneurial financing process: buying and selling a venture.

On successful completion of this module you should be able to:

• Understand the key stages and challenges involved in identifying opportunities and strategies for business start ups.
• Manage and finance the early stages of new venture development and growth.
• Evaluate, research, write, and present business plans using their knowledge of the entrepreneurial process.

• Professor Ruth Bender

This course explores financial management from the point of view of the corporate manager.  It will equip students to make business decisions using standard financial tools, linking theoretical issues with real life management and practice, and integrating with other modules on the MBA.

The module covers:

• Cash flow forecasting and working capital management
• Appraising capital investment projects
• Financing a business
• Corporate finance, including the cost of capital, sources of finance, capital structure and dividend policy 
• Company Valuation.

On successful completion of this module you should be able to:

1. Prepare a simple cash flow forecast, and understand the role of working capital management in finance.
2. Compare and contrast alternative capital budgeting techniques and the underlying factors that determine their usage in practice by various types of organisation.
3. Examine key concepts in finance including the time value of money, risk and return and the opportunity cost of capital.
4. Analyse the factors that need to be considered in making financing decisions including those related to borrowing and dividend policy.
5. Organise data for capital investment project appraisals and evaluate the results, including the preparation and interpretation of multi-year forecasts.
6. Deal with complications in capital budgeting that arise due to factors such as inflation, taxation or capital rationing.
7. Estimate the cost of equity, cost of debt and the weighted average cost of capital.
8. Construct simple valuations of shares, bonds and whole companies.

• Professor Mark Jenkins

The module is concerned with the future direction of the organisation; determining its scope, establishing objectives and formulating strategies to achieve them. This course will build on your confidence in undertaking these activities, so that as leaders you can form and communicate a credible and believable view of their organisation’s future direction and scope.  

 The module will cover:

• Strategic management at the business level, introducing the notions of industry analysis, resources and sustainable competitive advantage.
• Corporate level strategy, dealing with issues such as parenting advantage and modes of corporate development.
• Strategy implementation.
• Tools and techniques for strategic analysis and choice.

On successful completion of this module you should be able to:

• Describe the key issues and concepts involved in formulating both competitive and corporate strategies.
• Appraise and differentiate between corporate, business unit and functional strategies.
• Evaluate the different strategic challenges facing profit seeking organisations and not-for-profit organisations.
• Think strategically and confidently in making strategic decisions.
• Critically apply practical skills and use various strategic management concepts and techniques.

• Stephen Carver

This is an introduction to the subject. However, it is our contention that projects are the building blocks of strategy. Also, the module provides a logical and simple process by which you may approach their own modules and objectives, and may well be a valuable source of confidence for taking on major elective projects later in the year. 

Project Management Introduction (PMI) demonstrates how management respects no boundaries (either in terms of functional silos – departments, etc. or theoretical disciplines). PMI provides additional opportunities to practice personal communication skills, and generally the module provides a basis for personal development and increased confidence and self-awareness.

The central aims of this module are to develop an introductory understanding of: 

• The fundamental principles of project management applied in the contemporary environment of enterprise projects.
• The application of the main techniques and processes of project management in a team-based application of the planning/execution/control cycle.
• On completing this module, you should be able to:
  • Develop an Executive Summary (a concise one page overview of the project) linking the project to higher level organisational objectives.
  • Scope the project by creating a Work Breakdown Structure (WBS).
  • Identify key task sequences and the critical path using network (logic) diagramming.
  • Set up a graphical representation of the schedule using the bar chart (Gantt), and track progress against the baseline schedule.
  • Use knowledge of resource availability to adjust schedules (resource levelling) and establish realistic milestones, lead times and deadlines.
  • Recognise appropriate levels of detail for the scoping and scheduling process, the change management, the progress reporting requirements and the delivery.
  • Develop and manage budgets and cash flow for a project.
  • Have used Earned Value techniques to assess achievement and produce forecasts.

On successful completion of this module you should be able to:

1. Apply the key tools and techniques in project management.
2. Identify, define, scope, schedule, track and bring to completion a project.
3. Apply financial management process in a project management context.
4. Brief and manage consultant project staff on behalf of your organisation.

• Professor Joe Nellis

The module will assist future business leaders in developing a deeper understanding of the impact of developments in the wider macroeconomic environment at both the national and international levels on strategic planning and management. The course also provides an opportunity to discuss the causes and consequences of macroeconomic developments and policies in order to deepen understanding of the consequences for governments, society and the corporate world.

The module is based on a number of core models and empirical research. Throughout, the emphasis is on the “real world.” Theory is included only as an aid to developing a deeper understanding of the practical problems and policy challenges in the context of strategy formulation and analysis of the forces driving change in the external business and economic environment.

On successful completion of this module you should be able to:

• Critique the importance and implications of national and international macroeconomic trends and forecasts as a basis for strategic decision making by business leaders.
• Describe the drivers of economic activity at the national and international macroeconomic levels and the implications for economic growth.
• Evaluate the goals (and conflicts) of macroeconomic management including sustainability of growth, low and stable inflation, a stable currency coupled with a sustainable international trade position and full employment.
• Critique the policy tools used by governments and central banks in their efforts to manage the economy including: fiscal policy, monetary policy, supply-side policies, trade and exchange rate policies.
• Demonstrate practical skills and confidence in preparing an economic situational report for a country as an essential input into the strategic planning process by business leaders.

• Dr Debora Gottardello

This module aims to provide students with an introduction to the challenges faced by leaders in developing and sustaining organisations. The two main challenges the module will examine are managing people and managing change. The module will examine challenges presented by both factors in the external environment and internal management processes.

The content of this module is designed to provide students with knowledge and understanding of issues and activities associated with managing people and change. This will enable them to make well-informed decisions and display appropriate behaviours.

• Managing People to Yield Value
• The Changing Context of Work and Organisations in a Globalised World
• Critical Success Factors in Organisation Design and Restructuring
• Global Talent and Careers
• Performance Management
• Reward Management
• Employment Relations
• Employee Voice and Engagement
• Leading and Managing Organisational Change
• Global Forces for Change and Challenges for Organisations

On successful completion of this module, you should be able to:

1. Identify and appraise the key challenges presented by an organisation’s internal and external environments and assess potential strategies to respond to them.
2. Discuss and assess how approaches to the management of people can contribute to organisational outcomes and how the various aspects can be integrated in a coherent way.
3. Recognise and evaluate approaches to leading and managing successful change.

• Dr Andrew Angus

The module equips you with the ability to critically examine existing literature that underpins the decision-making process and also provides the skills to collect, process, analyse and present relevant data that will support your decisions. In addition, the module will also provide a platform which will help you engage with internal or external clients, undertake a consulting project and, consequently, be able to make coherent and compelling recommendations to senior managers.

The module covers:

The principles of management research:

• Strategies.
• Research designs.
• Planning a management project and formulating management questions.
• Using literature to inform the research process.

The nature of quantitative analysis:

• Sampling.
• Structured interviews and questionnaires.
• Statistical analysis of data and probability theory.
• Correlation and regression analysis.
• Cluster analysis.

The nature of qualitative analysis:

• Ethnography and participant observation.
• Semi-structured interviews and focus groups.
• Mixed methods project: breaking down the quantitative/qualitative divide.

The analysis of business processes in the context of:

• Business analysis tools which enable the identification of specific opportunities aligned to strategic goals.
• A stakeholder-centred model of organisational processes.
• Frameworks to assist students in identifying areas in which IT can be employed to improve performance.

Consulting skills as pivotal in the success of a consulting project:

• Principles of building strong relationships with clients and the benefits of earning trust.
• Key components on how to give advice.
• Attitude of an effective consultant.
• Framing the issues.
• Envisioning an alternate reality.
• Process versus expert consultant roles.

On successful completion of this module you should be able to:

• Select and make use of appropriate quantitative and/or qualitative techniques for the analysis of business issues.
• Use frameworks and analytical tools to structure analysis and recommendations which are supported by data in a consultancy engagement.
• Understand how to build effective internal and external client relationships.
• Present key findings from a consulting project effectively to senior managers; ensuring that substantive recommendations are developed as a result of competent data collection and analysis.

Leadership is a central concept and practice in organisations. Yet what leadership is and what leaders do is subject to intense debate. This module explores how leadership with impact can be developed through practice. It does so by using a blend of research-based insights and experiential teaching methods. Learners are developed as resourceful stewards of leadership.

Module content will include the following:

• Leadership Transitions  
• Crisis Management
• Press Conference
• Resilience & Leadership
• Strategic Mindfulness
• Leadership Moments

On successful completion of this module a student should be able to:

1. Define different approaches to leadership in contemporary organisations through having engaged with the leadership literature and through having experienced different leadership approaches.
2. Critically evaluate different leadership practices in theory and in application to generate a personally meaningful perspective of leadership.
3. Develop leadership capabilities at multiple levels in organisations by drawing on practical experiences gained.

This module will equip you with an understanding of a number of different aspects of international business, and how learning on the MBA programme might be applied to international organisations. It builds on a solid grounding in strategic thinking, relative to international and global market operations, and uses contemporary challenges, such as those caused by COVID-19 to develop an understanding of how operating across borders impacts on functional areas (such as marketing, supply chain, finance and HRM).

The module covers:

• Comparative people management
• Environmental impacts of a global pandemic
• UK SMEs and international entrepreneurship
• Global supply chains
• Leadership and the framing of global challenges
• Threats to financial institutions in the aftermath of COVID-19
• Transnational digital currencies
• Global mobility in crisis
• Prospects for the global economy after COVID-19
• Global marketing

On successful completion of this module you should be able to:

1. Examine the implications for operating across borders on key functional areas.
2. Evaluate the influence of contextual level factors such as national culture and institutions on individuals and organisations.
3. Justify decisions made in relation to the internationalisation of a business.
4. Apply the learning from the MBA programme to international organisations within a challenging environment.

The module is designed to introduce you to the issues raised by corporate mergers and acquisitions. The subject is one that calls on the services of many professionals including company executives involved in the initial search and screening of candidates, investment bankers and stockbrokers who may advise on bid tactics, dealing with regulations and raising finance. The module integrates various technical skills learned earlier in the MSc programme such as accounting, corporate finance, and valuation.

 

The module covers:

• How are firms sold
• Corporate governance in M&A
• Merger Valuation
• Merger Financing
• Merger Arbitrage
• Theoretical Research in M&A
• Empirical Research in M&A

On successful completion of this module you should be able to:

• Identify motivations driving mergers and acquisitions.
• Recognise fiduciary duties of the board of directors.
• Apply valuation techniques in valuing targets for acquisition.
• Understand the impact of methods of payment in mergers and acquisitions.
• Understand merger arbitrage and price pressure.
• Measure acquisition performance.

Strategizing – to devise a strategy - is a key task for any organisational leader. In the core strategic management module the fundamentals of both competitive and corporate strategy were introduced, together with a set of well established generic concepts and techniques available to assist the leader in the development of a credible and believable strategy. However, these traditional strategy approaches can reach the limits of their applicability in a number of extreme, but increasingly encountered, environments, where they may need to be complemented with more context specific approaches. For example, how should strategy be devised in highly dynamic environments where strategic assets face almost immediate redundancy; or in market sectors where business model innovations make incremental improvements in customer value of little relevance; or in social networking contexts where exploiting the primary strategic asset (the membership base) is constrained by both privacy concerns and regulation?

1. Strategizing  in dynamic environments 
2. Strategizing in crisis environments 
3. Strategizing in  a social networking context 
4. Strategizing in politicized environments 
5. Strategizing in contexts characterised by business model innovation

The module covers:

The module will be delivered in five four-hour blocks, each block devoted to strategy development in a specific context.  The exact contexts examined and example case-studies may vary slightly from year to year dependant on topicality and relevance, but initially the following are planned:



1. Strategizing  in dynamic environments

- What dimensions make environments dynamic?
- What are the implications for strategy development?
- Case-Study: Formula 1





2. Strategizing in crisis environments

- How do firms make sustained recoveries following a period of sharp decline?
- Lessons available from the business turnaround literature
- Building an ambidextrous organisation.
- Case-Study: Harley-Davidson Motorcycles



3. Strategizing in  a social networking context 

- How do firms build social networking strategies to enhance their performance?
- Lessons on aligning business strategy with social networking goals and key performance indicators. 
- Case-Study: Starbucks


4. Strategizing in Politicized environments

- How should an organization defend their interests with public institutions and private interest groups, including governments, regulatory bodies, judiciary, trade unions and pressure groups?
- Lobbying and other corporate political strategies
- Case-study: JP Morgan
      

5. Strategizing in contexts characterised by business model innovation.

- What is business model innovation?
- Building an innovative business model
- Responding to business model innovation
- Case-study:  Cirque du Soleil

• Dr Valentina Battista

The module provides an understanding of strategic approaches to managing people and an awareness of a range of issues which have strategic significance for Human Resource Management (HRM) departments and managers in general. You will develop the ability to apply theoretical understanding in a global context, and a base of relevant skills in strategic human resource management.  The module also explores the key concepts as well as the main tools and techniques of strategic HRM used by organisations and its leaders.

The module covers:

• Aligning business and HR strategies.
• HRM configurations in a global context.
• Employment relations in an international environment.
• Regional HRM patterns.
• HRM and flexibility.
• HRM and organisational crises.
• Managing the global workforce.
• HRM and the future.

On successful completion of this module you should be able to:

• Critically review how different business strategies influence the choice of people management strategies, structures and processes.
• Compare and contrast the advantages and disadvantages of different HR strategies, structures and processes.
• Appraise and contrast various employment relations systems operating in different countries and the scope for global regulation.
• Examine regional HRM patterns and evaluate the different implications for international management.
• Evaluate the implications of key HR challenges with regards to flexibility, global management and the preparation for/responses to crises.
• Appraise the critical issues faced by multinational and other organisations.
• Be sensitised to a variety of key challenges in relation to flexible and effective global HR management.
• Demonstrate the ability to engage in HR configurational planning and global career management using both organisational and individual perspectives.

• Michael Bernon

This module recognises the development of supply chain management as a set of practices and methods, aimed at managing and coordinating the entire supply network from raw materials to the eventual end user and to provide the means by which an operation can create capabilities beyond those it can develop alone. You will develop a critical understanding of how supply chain practice can deliver maximum and sustainable value for the least possible total cost.  

The module covers:

Supply chain competiveness and shareholder value

• Creating superior value through the supply chain.
• The link between supply chain and shareholder value.
• Competing through the supply chain - Wal Mart case study.

Integrated planning (S&OP)

• Forrester effect – business simulation.
• Matching supply and demand.

Strategic sourcing

• Portfolio and spend analysis.
• Buyer-supplier power balance.
• Off-shore/near sourcing - total landed costs.

Integrated manufacturing systems design

• The emerging role of manufacturing in global supply chains.
• Forms of postponement and designing for agility.
• Models of integration with suppliers.

Role of in/outsourcing

• Functional outsourcing through to supply chain orchestration.
• Unilever: The journey back in-house.
• Li & Fung.

Sustainability

• A framework for managing supply chains more sustainably.
• Measuring sustainability performance.
• Emerging sustainable supply chain practices.

On successful completion of this module you should be able to:

• Identify the role and contribution of supply chain management to gaining and sustaining competitive advantage.
• Apply knowledge gained of the concepts and methods relating to the creation of value along the supply chain.
• Analyse the inherent supply chain trade-offs at stake both internally and externally to the organisation.
• Apply different supply chain and product design strategies to deliver product /service variety while minimising lead time and costs.
• Illustrate and evaluate differentiated supply chain strategies in order to meet different demand characteristics.
• Criticise and debate real life strategies driving value through the supply chain.
• Appreciate and judge the role and impact that supply chain management plays in developing responsible and sustainable economic practices.

• Dr Javier Marcos Cuevas

The module will address different types of negotiation in various contexts. The emphasis will be on integrative approaches to negotiation, where parties aim to reach mutually satisfactory agreements. This will often depend on the negotiator’s ability to identify and create sources of mutual value, and to establish fair standards to distribute this value. You will be provided with an approach to negotiation that blends strong analytical and planning techniques with interpersonal and individual skills.  

The module covers:

Negotiation Planning I

• Negotiation preparation.
• Stating proposals.
• Exchanging and bargaining.
• Reaching agreement.

Negotiation Planning II

• Different contexts both micro and macro.
• Setting the parameters.
• Using preparation tools.
• One to one negotiation.

Price Negotiation

• Expected negotiation outcomes.
• Identifying each party’s interests and priorities in potential agreements.
• Behaviors adopted when negotiating.

Intra-organisational Negotiation and Decision Making

• The special circumstances of upper echelon negotiations.
• Selection of appropriate approaches.
• Achieving goals in group processes.

Employment Terms and Conditions

• Stages when negotiating employment.
• Defining key personal priorities.
• Addressing the Salary question.

On successful completion of this module you should be able to:

• Define the expected negotiation outcomes.
• Identify each party’s interests and priorities in a potential agreement.
• Calculate the importance and cost of concessions for each party.
• Critically evaluate the achievements of outcomes and why these were/were not achieved.
• Understand how states of mind such as level of self-confidence, focus and motivation affect the negotiation process.
• Adopt tactics for influencing and persuading others.
• Manage pressure and self-control more effectively.
• Understand the behaviours you adopt when negotiating and the likely emotional and cognitive underpinnings of these behaviours.

• Professor Mark Jenkins

The module will demonstrate the importance of innovation to organisations in the private and public sectors, and in manufacturing and service. You will understand the key dimensions of innovation, including new products, services and new business model innovation. Further to this, you will recognise how innovation can be managed using leading-edge tools and techniques and will be provided with experience of the key challenges that teams face in developing new products.

The module will cover:

• Understanding innovation: What it is and the role it plays within an organisation.
• The dimensions of innovation: product innovation; service innovation; process innovation; innovation in organisations and business processes.
• The degrees of innovation: radical, disruptive, and incremental.
• How innovation can be managed - models of innovation and innovation management.
• The innovation pentathlon as a framework for innovation management.
• Creating customer-focused ideas: understanding customers’ hidden needs through enhanced methods for market research. Creativity techniques to stimulate original approaches to solve the customer’s problems.
• Prioritisation: selecting and managing the portfolio. Methods for assessing the technical, market and financial risks of innovation projects. 
• Creating novel processes to maximise the effectiveness of management decision-making.
• Implementation and new product development: how to define and quickly implement concepts for new products, services and processes.
• People and organisation: building a culture of innovation. Hiring, developing and motivating individuals, teams, and networks to bolster innovation output.
• Recognising cultural, political and cognitive barriers to innovation. Supporting organisational learning. Creating innovation networks.
• Developing an innovation strategy: technology management and disruptive innovation. Understanding innovation and determining suitable performance measures. Sources of innovation: internal and external.
• Auditing innovation performance: determining how innovative an organisation is, both in terms of its output of new products and services and its internal processes.
• Boosting innovation performance: designing and launching programmes to improve an organisation’s capability to innovate.

On successful completion of this module you should be able to:

• Describe key concepts and issues in innovation and will be able to identify the potential for product service, process, and business model innovation within an organisation and/or network.
• Compare and contrast strengths and weaknesses of an organisation in terms of its innovation management and performance.
• Evaluate and apply key tools, techniques and approaches to managing innovation and the ability to critically select and apply these in actual business situations.
• Judge the challenges in managing new product development.

• Dr Anicee Van Engeland

The Business Law module will provide students with an understanding of the processes by which legal rules are applied in both the public and the business sectors.

The module covers:

• The Legal Framework
  • Common law and equity.
  • Judge-made law.
  • Statute law.
  • Regulations and directives of the European Union.
  • The structure and powers of the civil courts in England and Wales.
• Liability for Providing Negligent Advice
• An Outline of Aspects of Law of Contract of Particular Relevance to the Executive and Director
  • Creation of the contract.
  • Relative importance of contractual terms.
  • Clauses of limiting liability for breach.
• Forms of Business Association
  • The Legal consequences of forming a limited company, an LLP or an unlimited partnership.
• Aspects of Contract Law in France and Germany.

On successful completion of this module you should be able to:

• Provide a managerial understanding of the legal system and thought processes.
• Recognise and manage the pitfalls in giving professional advice including liability for negligent advice.
• Describe key elements of contract relevant to managers.
• Examine and appreciate the legal consequences of forming a partnership or a registered company.
• Distinguish the similarities and differences in approach between the Common Law legal system and those based on Roman Law.

• Dr Elmar Kutsch

The aim of this module is to allow students to: (1) Synthesise relevant concepts and methods learned on the MBA and; (2) apply their research and consulting skills to get an in-depth understanding of a particular topic/industry.

The project will involve regular agreed meetings with the faculty member (supervisor) and partnering organisation if applicable.

On successful completion of this module a student should be able to:

1. Analyse and synthesise relevant concepts and methods learned on the MBA and apply these to a particular problem.

2. Make independent analyses and judgments of complex situations in a business context.

3. Recognise the challenges involved in designing, researching and delivering a consulting/research project.

• Dr Javier Marcos Cuevas

Sales and Account Management is increasingly being recognised as an important boardroom topic. Sales management paradigms are shifting rapidly, and many sales and customer management organisations are undergoing fundamental transformations to address critical changes in the market. The degree of globalisation and connectedness, technological breakthroughs, and new ways to co-create value with customers are opening unprecedented opportunities but also posing significant challenges to businesses both large and small. 

The purpose of this module is to provide an integrated framework for leading sales organisations and customer management business units successfully. In so doing, it aims to offer practical approaches and tools to develop sales strategies and key customer relationships.

This module will be of interest to individuals who:

- Are in business development or customer facing functions;
- Have a technical or professional background (e.g. engineering, medical, legal, accountancy) and wish to develop into leadership positions with P&L responsibility or Senior Partner positions;
- Are in Key Account Management, Customer Relationship Management and Sales Management roles. 
- Work in a non for profit or public organisation and wish to enhance the significance and impact of the entity by strategically influencing stakeholders such as donors, user groups etc. 
- Have a military and armed forces background and wish to learn frameworks for enhanced customer centricity.

- Consultative selling skills
- Leading sales and customer management functions 
- Co-creating compelling customer value propositions
- Delivering customer value
- Managing Strategic Accounts 
- Challenges and paradoxes in leading sales organisations

- Define and critically analyse sales and customer management strategies
- Employ practices to lead a sales force enhancing its performance
- Conduct a comprehensive Key Account analysis
- Plan and execute a sales meeting with a professional buyer or business partner
- Develop a sales strategy route map
- Craft a compelling customer value proposition

• Dr Ruth Massie

Critically review the impact of cyber and digital operations upon organizations and the associated strategic risks.

The course will be structured around a planning cycle, set within the context of leadership and oversight of a business with a strategic interest in information and cyber risk (nearly all businesses today). 

1. Understand – underlying theory and approaches to enterprise risk management, governance and ethics.
1a. Understand resilience and security of information and digital assets.
2. Prepare - understanding the organization, strategic objectives and risk landscape.
3. Protect and Assure – building appropriate strategies, programmes and cultures
4. Detect and monitor – building appropriate monitoring and management solutions with associated programme.
5. Respond – crisis and incident management, integrating response structures with other defensive programmes
6. Review / improve – review of programme and risk, understanding lessons identified from isomorphic events and leveraging those lessons for improvements.

On successful completion of this module a student should be able to:

1. Critically appraise relevant risk, security and resilience theories.
2. Evaluate approaches to assessing information and digital value in organisations.
3. Determine and align security and resilience with organisational goals. 
4. Understand cyber resilience considerations within the context of Enterprise Risk Management, and the relevant linkages to strategic risk, to better enable the selection of appropriate strategies and proportional solutions.
5. Consider the impact of governance and ethics within the context of cyber resilience in organizations.
5. Evaluate the cost benefit analysis considered against the changes in the risk landscape created by deploying or changing cyber solutions in organizations. 
6. Propose options for shaping organisational value and culture regarding security and resilience.

• Dr Rosina Watson

We are all becoming painfully aware of the urgency of taking action on climate change, biodiversity loss, hyper-social inequality and the other myriad social and environmental challenges we face today. We know that only the businesses that respond decisively to them will survive. This module will equip business leaders with the awareness and capabilities they require to steer their businesses towards contributing to positive change whilst reducing costs, managing risk, increasing trust and driving long term sustainable growth.

The module covers:

• Online pre-work
• Assessment of the current state of sustainability in students’ own organization
• Videos introducing key concepts and theories
• Reflection and quizzes
• Sustainability challenges and opportunities
• Business’s role in addressing these
• Drivers for action / stakeholder pressures
• Business purpose
• Strategy and planning
• Target and metrics
• Exploring sustainable futures
• Sustainable innovation (& circular innovation)
• Collaboration and partnerships
• Leadership
• Looking to the future

On successful completion of this module a student should be able to:

1. Identify global social environmental and economic issues and relate how these present both challenges and opportunities to business
2. Analyse business responses to these challenges and opportunities and assess the capabilities they require to respond effectively
3. Classify the stakeholder groups businesses can work with to develop and implement their sustainability strategies and compare collaboration approaches
4. Consider the role of personal leadership in an organization’s values, strategic direction and ability to execute its sustainability strategy
5. Critically assess the content and reporting of a businesses’ sustainability strategy; recommend improvements and identify barriers to change and approaches to overcoming these