HAUTE ECOLE DE LA PROVINCE DE LIEGE
Courses in English organized from September to January
INTERNATIONAL OFFICE
Philippe PARMENTIER, Head of International Relations Office, Erasmus coordinator
Haute Ecole de la Province de Liège
6, avenue Montesquieu
4101 Jemeppe
BELGIUM
Tel. + 32 4 237 96 19
Tel. +32 4 237 96 47
Fax + 32 4 237 96 51
philippe.parmentier@provincedeliege.be
TITLE
Number of Hours
ECTS
Language
Professor
International insurance
30h
2
English
Julien COMPERE
Geopolitics
45h
3
English
Jérôme JAMIN
Seminars
15h
1
English
Vincent BOTTERMANS
Entreprneurship
30h
3
English
Laura BRANDT
Cross cultural marketing
15h
3
English
Philippe Parmentier
Sales methods
30h
4
English
Claude Vanguestaine
International marketing
75h
6
English
Isabelle BOCCA
Creativity
15h
1
English
Nathalie KOENIG
Oversea Exports
30h
3
English
Frédérique CARPENTIER
English language
60h
4
English
German or Spanish
45h
4
English
French for foreign students
60h
5
French
Dominique Lecloux
DESCRIPTION OF A FEW COURSES
INTERNATIONAL MARKETING
Aims and Objectives
Marketing is becoming ever more international: ignoring this fact endangers
managers and firms. For this reason, it’s important for students to acquire knowledge
to be efficient around the globe. At the end of this course students should be able to:
 Integrate the interaction between the different elements of the international
marketing development process.
 Understand the criteria to evaluate a company’s international marketing
strategy
 Analyze cultures and consumer’s behavior on foreign markets
 Identify and analyze the opportunity of international markets
 Explain the international marketing strategy options
Description:
The course is divided in three parts:
Part 1: Analysis of the international marketing environment

Social and cultural influences on consumer’s buying behavior in
international markets
 Evaluation of marketing opportunities
 Segmentation of international markets
Part 2: Strategy development



International strategies for small, medium and global players
Market entry strategies
Product portfolio strategies
Part 3: Implementation


Pricing strategies
Distribution strategies
Teaching and Learning Methods
Each theme of this course is illustrated by example and case studies.
Assessment Methods
Oral evaluation
Projects or practical work
Bibliography
 Isobel Doole, Robin Lowe, “International Marketing strategy: Analysis,
development and implementation”, éd. Cengage
 Margaret Bruce, Christofer Moore, Grete Birtwistle, “International Retail
Marketing”, éd, Elsevier
 Philip Kotler, Gary Armstrong, Veronica Wong, John Saunders, “Principles of
Marketing”, éd. Prentice Hall
 Marian Burk Wood, “Marketing Planning: principles into practice”, éd. Prentice
Hall
CREATIVITY
You are hired to run a hotel and you face a flood of complaints because the lifts are
too slow. Do you:
o Not run the lifts to the higher floors?
o Upgrade the lift system?
o Install full-length mirrors inside and outside the lifts?
o Have another solution?
See below for the creative solution*
Creativity training will not transform you into a Mozart or Picasso. Creative thinking
skills can, however, be learned, and they will help you think “outside the box” and
solve problems with a fresh approach and original solutions.
WHY is it essential to promote creativity?
For companies to be competitive and survive in a fast-moving world, innovation is
critical, and they need people who are creative, imaginative, flexible, and open to
change.
HOW to practise creativity?
Through:






Four steps in the idea development process: identify challenge/gather
data/clarify the problem/generate ideas
Lateral thinking to clarify and redefine problems
Techniques and tools that generate new ideas and make the most of divergent
and convergent thinking
Team-building activities
Playfulness and exercises that turn on the switch of creative thinking
Awareness of idea killers and conventional problem solving
* Creative solution: If the upgrade of the lift system is ruled out
because of the cost, you can look at this problem in a different
way by reformulating and redefining it. The problem, in this case,
might be boredom. With only the lift doors and blank walls to
stare at, guests are understandably getting bored. With the
mirrors and their reflections to look at when they use the lift,
people will stop complaining.
NEGOTIATION SKILLS (seminar / English courses)
Aims and Objectives
To help students negotiate effectively in English.
Contents
-
The different phases of a negotiation:
 PREPARE
 BUILD RAPPORT
 PROPOSE
 BARGAIN and REACH AN AGREEMENT
- The give and take approach and a few tips
- The pros & cons of three bargaining attitudes (soft/hard/principled)
- The use of diplomatic language, conditional proposals, open-ended questions
and the importance of listening
- The awareness of cultural differences and of body language
And also:
-
How to detect tactics
How to be assertive in tough situations
How to avoid common mistakes
How to handle obstacles and find creative solutions
Methodology
This workshop consists of a practical approach with interactive activities including
role-plays, group discussions and presentations.
GEOPOLITICS
Prerequisite
The student will be familiar with global, international and european issues related in
the media.
Aims and Objectives
Understanding the most important political and economical dynamics on the global
stage and being able to analyse and explain those dynhamics within one or several
frameworks.
Description
The course will be given through four different approachs :
1. an introduction on political science, comparative politics and international politics
2. lectures and analyses of diplomatic literature made by students
3. lectures from occasional guests
4. view of documentaries and presentations by the students
The course will be given through four different approachs :
1. an introduction on political science, comparative politics and international politics
2. lectures and analyses of diplomatic literature made by students
3. lectures from occasional guests
4. view of documentaries and presentations by the students
Bibliography
Heywood A., (2007), Politics , Palgrave foundations
Teaching and Learning Methods
Lectures
Group seminars or workshops
Courses, lectures and analyses
Assessment Methods
Oral examinations
Continuous assessment
The evaluation take into account the quality of the lectures given by the students and
their ability to run the debate after each presentation and meeting
The information contained herein is intended for informational purposes only. The
Higher Education Institution disclaims any responsibility with regard to its content
CROSS CULTURAL MARKETING
Aims and Objectives
In-depth study of cross cultural marketing. The students should develop an open
mind while being in contact with different cultures
Description
A. International marketing. Marketing for export ( total cross-cultural marketing),
International management of marketing (global marketing), Adapted standard,
Adapted marketing strategies, Areas of cultural affinity in Western Europe, New
conditions and restrictions to break into markets
B. From international marketing to trade between cultures
C. Globalization
D. Understanding each other : a priority
E. Problems of communication between people from different cultures. High context
and low context , Personalization versus depersonalization, How time is viewed,
Attitudes towards action. How people see themselves and others (Sex, trust, face,
individualism – collectivism, silent language)
F. In which context are our partners of the European Union ?
G. Negotiation and culture
H. How to adapt your behaviour in different cultures
Bibliography
Edward T. Hall, “The silent Language”, Anchor Books
Richard D. Lewis, “When Cultures Collide”, Nicholas Breadley Publishing, London,
2003
Edward T. Hall, Mildred Reed Hall, “Guide du comportement dans les affaires
internationales, éd. Seuil
Jean-Claude Usunier, Commerce entre cultures, PUF
Teaching and Learning Methods
Lectures with PowerPoint presentation
Tutorials
Case studies
Assessment Methods
Oral examinations
INTERNATIONAL INSURANCE
Aims and Objectives
Students should be able to understand and use appropriately trade-credit insurance
techniques
Description
1. Principles of Insurance
1.1. History of Insurance
1.2. Definitions
1.3. Characteristics
1.4. Insurers’ business model
1.5. Types of insurance
2. Trade credit insurance
2.1 Definition
2.2. History
2.3 Role of Credit insurance
2.4 Benefits of Trade Credit Insurance
2.5 Products offered in Trade Credit Insurance
2.5.1 Comprehensive policy
2.5.2 Buyer credit
2.5.3 Insurance of buyer credit in local currency
2.5.4 Insurance for investments
2.5.5 Insurance of contracting equipment
2.5.6 Insurance of special cash transaction
2.6. Other Financial Products offered in Trade Credit Insurance
2.6.1 Claim management
2.6.2 Guarantees
2.6.3 Financial guarantee for working capital credit
2.6.4 Financial guarantee for investment credits
2.6.5 Financial guarantee for bond issue
2.6.6 Direct financing
2.6.7 Belgacap
3. Credit risk
3.1 Definition
3.2. Commercial risk
3.3. Political risk
3.4. Credit insurers and the global financial and economic crises
3.5. Reinsurance
4. Supervision of insurance companies
4.1 Prudential supervision
4.2. Protection of consumers of financial services
4.3 International Dimension
4.3.1. Committee of European Insurance and Occupational Pensions Supervisors
4.3.2 International Association of Insurance Supervisors
5. Transport Insurance
5.1 Goods transport insurance vs. Haulier’s responsibility insurance
5.2 The extent of the haulier's responsibility
5.2.1 The road haulier
5.2.2. The rail carrier
5.2.3 The shipping company
5.2 4. The inland waterway carrier
5.2. 5. The air carrier
5.3. Type of policies
5.4 Transport insurance contract
5.5. Incoterms
Bibliography
Manuel International de l'Assurance, 2ème édition, Jérôme YEATMAN, Economica
Teaching and Learning Methods
Lectures and practical research
Assessment Methods
Written examinations
ENTREPRENEURSHIP
Prerequisite
Courses of the 1st bachelor's year
Aims and Objectives
1ST part: -open team and enterprise spirit with a Young Enterprise Project (YEP)
- make the project as concrete as possible, appropriate with the courses'aims
2ND part: help people approach a problem or a challenge in an imaginative and
innovative way (to think out of the box) and come up with breakthrough ideas.
Description
1) - audit work
- commercial and financial studies (desk research - field research)
- study of the product's exportability
- business plan
2) CPS (CREATIVE PROBLEM SOLVING), SIX HATS THINKING &
TEAMBUILDING
Teaching and Learning Methods
Tutorials
Group seminars or workshops
Project or fieldwork
1)- the students are assisted by teachers and a Young Enterprise Project Manager
- they follow practical courses during an intensive week before the project's beginning
and specific courses by specialists during the work
2) Theory and practice alternately, both in English
Assessment
Written examinations
Methods
Projects or practical work
Continuous assessment
INFORMATICS
Prerequisite
Use of computer.
Operating System.
Word processing
Aims and Objectives
Use of computers and data processing programmes in office with widely used
packages
Use of ready made programmes. Exercises are specific to the department
Description
Spreadsheet :
Basic use of spreadsheet (files, sheets, formulas)
Advanced use of spreadsheet (graphics, encoding of securised data and macroinstructions)
Teaching and Learning Methods
Laboratory work
Assessment Methods
Oral examinations