BM7104: Delivering Value: Networks, Relationships Trade and Entrepreneurship

Please note this module descriptor is indicative of the structure of this course and may be subject to change.

BM7104: Delivering Value: Networks, Relationships Trade and Entrepreneurship

Module Title Delivering Value: Networks, Relationships Trade and Entrepreneurship
Module Code BM7104
Module Tutor Vassil Rachkov
School School of Business and Technology
CAT Points 15
Level of Study 7
Brief Description

Delivering value through networks and relationships is essential in today's collaborative, interdependent global economy. International trade involves adapting business relationships to a variety of cultural and environment conditions. Many successful entrepreneurs are great innovators but depend for their success not just on innovative ideas and marketing skills: vital are the networks and associations they forge for funding, manufacturing, distribution, marketing, promotion and dealing with employees. This module is designed to develop student's knowledge and skills in the art and practice of deal making and relationship building. The module uses a mixture of case studies, guest speakers and role play exercises to explore how businesses build effective networks of deals and relationships, to exploit their innovative ideas and distinctive capabilities, in local and cross-cultural situations.

Indicative Syllabus
  1. The nature of business relationships and the role and importance of different models for developing international business
  2. International trade and the challenges of operating cross-culturally
  3. Transnational business in contemporary society: strategic context
  4. Trading with the BRIC countries and emerging economies
  5. Entrepreneurial networks and competitive advantage.
  6. Key relationships and critical success factors in effective deal making
  7. Practicalities of deal making: relationship building, crafting and structuring deals, negotiation strategies and tactics, closure techniques
  8. Legal and ethical aspects of international trade and relationships
Learning Outcomes

By the end of this module, students should be able to:


  1. Distinguish and categorise the various forms of international business
  2. Analyse and evaluate the characteristics of business relationships in local and international trade contexts
  3. Demonstrate an understanding of the nature and scope of relationship building and the importance of effective business ‘deal-making’
  4. Identify and evaluate the key relationships that comprise 'entrepreneurial networks' and evaluate the role of these networks in creating competitive advantage.
  5. Discuss the key success factors in effective deal making and critically evaluate different approaches to structuring, negotiating and closing business deals in global business context.
  6. Apply techniques for building relationships and for structuring, negotiating and closing deals in a practical business setting.
Learning and Teaching Activities

Total study time will be 150 hours.



Scheduled learning and teaching activities:  30  hours:  Include lectures, seminars, practical classes and workshops, external visits, scheduled on-line discussions or similar


Guided independent study:  120 hours:  Include both directed learning undertaken in student’s own time, and their own self-directed study for assessment.

Assessment (For further details see the Module Guide) 001: 35% Coursework: Individual, standard written: 1000 words
002: 65% Coursework: Individual, portfolio: 2000 words
Special Assessment Requirements
Indicative Resources The current reading list can be found in the Module Guide, which your lecturer should make available via Moodle.

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