1. 20090904 EFREI Introduction Copyright © A.B.Teoh 2008

2. Soyez la bien venue Cher (es) Etudiant (es) Copyright © A.B.Teoh 2008

3. Selamat Datang!! Welcome Ladies and Gentlemen students from EFREI Copyright © A.B.Teoh 2009

4. Entrepreneurship and Negotiation - Introduction BM057- 4-3 TAB20090909

5. Ground Rules [Lectures or Tutorials] 1. Attendance taken anytime may be verified again if necessary will be considered absent if leave after attendance has been taken Classified as absent if not physically in lecture room 80% attendance to mark your incourse assignment 2. Laptop NOT to be used 3. Mobile phone NOT to be used 4. No sleeping in class 5. No horse playing 6. No talking during lecture 7. No doing other work 5

6. Getting to know you Briefly introduce yourself Done this with your other lecturers yet? Copyright © A.B.Teoh 2008

7. Getting to know me Copyright © A.B.Teoh 2008

8. Copyright © A.B.Teoh 2009

9. October 159Copyright © Reserved Exim Consultant Email: EximMalaysia@gmail.com

10. October 1510Copyright © A.B.Teoh 2009 website: www. ExportingAndInternationalTrade.com

11. 11 AB Teoh, author of “Exporting and International Trade” an exporter has been in the export business for more than 20 years. As part of his work and business, he has lived and worked in Malaysia, Singapore and New Zealand. Currently AB Teoh is a Senior Lecturer with UCTI - University College of Technology and Innovation. He was an Accredited Person pursuant to Section 103(7) of the NZ Bio-security Act 1993, for checking the import health standard for sea containers from all countries. In New Zealand, he had the privilege to work with the Fonterra group [world’s largest dairy company and previously known as The NZ Dairy Board], dealing in food service equipment and ingredients. AB Teoh has been involved in the automotive, HVAC and R [Heating, Ventilating, Air- conditioning and Refrigeration] industry and is also experienced in international tenders for material supplies to water distribution and reticulation projects for recipient countries of The World Bank, Asian Development Bank and other international funding countries and organisations. AB Teoh, MBA (Oklahoma), MCIM (UK), M Ashrae Author, Senior Lecturer, Columnist, EXIM Consultant Exporting and International Trade by AB Teoh

12. 1. Demonstrated an understanding of the characteristics and driving forces necessary in developing innovative business ideas in enterprises 2. Developed a capacity for informed critical understanding of environmental conditions and the ability to analyse Learning Outcomes

13. 3. Demonstrate entrepreneurial activities and competence in team building 4. Able to communicate, deliver and justify effectively a business plan 5. Developed the capacity to analyse and apply negotiating techniques and skills. Learning Outcomes

14. How assessed? (100% in-course assignment) A group based formally written BUSSINESS PLAN weighted at 50% A Group PRESENTATION weighted at 30% A JOURNAL (diary of development issues) weighted at 20% Total: 100% Lecturer Hand out date: Week 6 [12 Oct 2009] Student Hand in date: Week 10 [9 Nov 2009] Copyright © A.B.Teoh 2008

15. Module Topics Define the need of entrepreneurial activities and its relationship to innovation Copyright © A.B.Teoh 2008

16. Module Topics Identify the nature, complexity and extent of the entrepreneurial process in the modern society and also the form of business opportunity Copyright © A.B.Teoh 2008

17. Module Topics Understanding of key success factors for various ventures and how to identify them. Copyright © A.B.Teoh 2008

18. Module Topics Format and styling of a business plan Copyright © A.B.Teoh 2008

19. Module Topics Financial planning and identify the various sources of funding available to the entrepreneur Copyright © A.B.Teoh 2008

20. Module Topics Strategies for growth in the short term and long term time periods. Copyright © A.B.Teoh 2008

21. Module Topics Integrative and Distributive approaches to negotiation and their differences Copyright © A.B.Teoh 2008

22. Ground Rules [Lectures or Tutorials] 1. Attendance taken anytime may be verified again if necessary will be considered absent if leave after attendance has been taken Classified as absent if not physically in lecture room 80% attendance to mark your incourse assignment 2. Laptop NOT to be used 3. Mobile phone NOT to be used 4. No sleeping in class 5. No horse playing 6. No talking during lecture 7. No doing other work 22

23. Copyright © A.B.Teoh 2008

25. Contemporary Entrepreneurship Definition of the nature of entrepreneurship, innovation and the entrepreneurial process in the modern society Copyright © A.B.Teoh 2008

26. entreprendre Copyright © A.B.Teoh 2008

27. From France The word “entrepreneur” is derived from the French entreprendre, meaning “to undertake.” No single definition of the word exists at present. The recognition of entrepreneurs dates back to eighteenth-century France when economist Richard Cantillon associated the “risk bearing” activity in the economy with the entrepreneur. Copyright © A.B.Teoh 2008

28. In England In England during the same period, the Industrial Revolution was evolving, with the entrepreneur playing a visible role in risk taking and the transformation of resources. Until the 1950s, the majority of definitions and references to entrepreneurship had come from economists. In the twentieth century, the word became synonymous or at least closely linked with free enterprise and capitalism. In the twenty-first century, entrepreneurs are now considered the heroes of free enterprise. Copyright © A.B.Teoh 2008

29. Entrepreneurship: evolution of the term Copyright © A.B.Teoh 2008

30. Key Concepts - Entrepreneurship Entrepreneurship—a dynamic process of vision, change, and creation requiring an application of energy and passion toward the creation of and implementation of new ideas and creative solutions. Copyright © A.B.Teoh 2008

31. Entrepreneur Entrepreneur—an innovator or developer who recognizes and seizes opportunities; converts those opportunities into workable/marketable ideas; adds value through time, effort, money, or skills; and assumes the risks of the competitive marketplace to implement these ideas. Copyright © A.B.Teoh 2008

32. Entrepreneurial management Entrepreneurial management—an entrepreneur can exist in an existing large institution or can be an individual starting his or her own new venture single-handedly. Copyright © A.B.Teoh 2008

33. Recommended Books Kuratko (2009) Introduction to Entrepreneurship 8 th Edition. South Western (ISBN 13: 978 0 324 590869 ISBN10: 0 324 59086 5) Schaper M. & Volery T. (2007) Entrepreneurship and Small Business: 2 nd Pacific Rim edition John Wiley, Australia (ISBN 9780 4708 1082 8) Copyright © A.B.Teoh 2008

34. Recommended Books Birley S. & Muzyka D. (1997) Mastering Enterprise (Financial Times). Pitman Publishing (ISBN 0 273 63031 8) Bridge S, Oneill K. & Cromie S (2003) Palgrave Macmillan (ISBN 0 33 98465 X) Deakins D. & Freel M. (2003) Entrepreneurship and Small Firms. Publisher: McGraw Hill (ISBN 0 07 709993 1) Sara S. (2003) Small Business Guide. 16th edition. Press Vitesse. (ISBN 0 954 0812 0) Lewicki, R. Saunders, D. & Minton, (2001), Negotiation, Irwin McGraw-Hill, Singapore. Copyright © A.B.Teoh 2008

35. Merci Beaucoup Thank You! Copyright © A.B.Teoh 2008