BPA 131: Principles and Practices of Management (6 ECTS)

The purpose of this course is to provide an understanding of the nature and role of management in an organization, as well as to highlight the pressures imposed on management by its external environment. The course is structured around the key management functions, namely planning, organizing, staffing, leading and controlling. It also provides an overview of the basic management areas, namely accounting, marketing, finance, production and personnel.
BPA 231: Organizational Behavior (6 ECTS)
This course aims at examining the impact that individuals, groups, and structure have on behavior within an organization. Topics to be covered include: individual behavior, perceptions and individual decision making, motivation theories, group behavior and decision making, leadership, power and conflict, organization structure and design, organizational culture, and organizational change and development.
BPA 235: Introduction to Critical Thinking for Management (6 ECTS)
The aim of this course is to help students develop critical thinking. Critical thinking is a skills that, like all skills, needs to be learned and cultivated. In this course we will deal with the structure, process and the outcomes of critical thinking, focusing especially on organizations and public policy. In particular, we will discuss what makes thinking critical and will focus on the logic of reasoning, the process of conceptual analysis, and on practical reasoning. We will discuss issues related to evidence, the logical structure of arguments, values and ethics in argumentation, as well as issues related to hermeneutics. We will discuss also the social context within which critical thinking takes place, focusing especially on power relations and authority, the relationship between emotions and thinking, and the genres-cum-discourses through which critical thinking takes place. Finally, we will discuss ways through which critical thinking may be weakened as well as ways through which it may be strengthened, especially in the context of organizations. The course will draw on literature from philosophy, psychology, and management and public policy. Throughout the course several examples from public life will be considered.
BPA 241: Introduction to Operations Management (6 ECTS)
(Previous Course Title: BPA241 - 'Introduction to Management Science')
This course examines the basic principles of the management of production and operations in manufacturing and service firms. Operations, in general, comprise of all activities involved in the actual production of goods and delivery of services. As such, the operations management function becomes a key function of the organization, which must ensure that goods and services are created and delivered efficiently and effectively, while balancing a number of conflicting demands. In order for the operations management function to effectively achieve the objectives of business strategy, it must be carefully and effectively coordinated with other functions such as marketing, finance, human resources, etc. Students are exposed among others to topics such as service and process design in manufacturing and services, process analysis, capacity planning, operations strategy and competitiveness, facility location and layout, managing for quality, supply chain management, inventory management systems, and recent trends in production and operations management.
BPA 242: Data Analysis for Business (6 ECTS)
no description available
BPA 243: Applications of Operations Research (6 ECTS)
The course examines methods and techniques of operations research and their applications, with an emphasis on production management problems. Techniques examined include linear programming and the simplex method, network flow problems that are modeled using linear programming such as the transportation and transshipment problems, network models such as the shortest path problem, queuing theory, forecasting techniques, inventory models, and project scheduling.
BPA 244: Business Information Technology (7 ECTS)
(Previous Course Title: BPA132 - 'Information Systems in Business')
This course explains how businesses deploy key information technology assets (hardware, software, networks and data) and demonstrates that information technology has maximum impact when it is aligned with firm strategy. The course stimulates ideas for disruptive applications of technology that support novel applications and business plans, and offers insight into emerging trends in IT, such as Cloud Computing and Big Data. Real world examples & mini case studies are a centerpiece of this course. They are drawn from the instructor's own professional experience, as well as from high quality material developed by other professionals and academics. Laboratory sections run in sync with the lectures and help the students develop hands on experience with creating webpages & blogs, using WordPress tools, performing modeling & data analysis in MS-Excel, and creating simple data-base driven applications in MS-Access.
BPA 245: Introduction to Service Management (6 ECTS)
This introductory course examines the activities and management challenges of service organizations. Topics examined include customer identification, customer contact, strategic role of the information resource, facility location, queueing systems in services, and management of supply and demand. Emphasis is given on the design and management of the service delivery system. Methodologies for evaluating the system's performance which have been succesfully applied in schools and banks are also examined.
BPA 251: Principles of Marketing (6 ECTS)
The course introduces the concept of marketing and its role in corporate activity. It analyzes the forces of the microenvironment and macroenvironment of an organization and examines how these affect the process of taking marketing decisions. It also examines the marketing information system, the behavior of consumer and organizational buyers and the process of target marketing. In addition, it provides a broad investigation of the key elements of the marketing mix program, namely products, pricing, distribution channels and promotion. 
BPA 332: Business Ethics (6 ECTS)
This course provides a general overview of ethical performance in business. Students will learn to examine standards and priorities through ethics and moral reasoning and achieve a balance between business and economic responsibility on one hand, and social and public responsibility on the other. Topics include: moral theories in normative ethics, ways to promote and institutionalize ethical behavior in organizations, and differences in ethical standards in different countries. Cases and problems illustrating ethical dilemmas will be extensively used.
Prerequisites fors for BPA332: BPA231, BPA131, or approval by the instructor.
BPA 334: Human Resource Management (6 ECTS)
The objective of this course is to introduce students to the theory and practice of Human Resource Management (HRM). Issues such as recruitment, selection, performance appraisal, planning, compensation and benefits, training and development as well as employee relations will be analysed in the course. In addition, students will have the opportunity to analyse a variety of practical situations where the theories behind the practice of HRM are applied.
Prerequisites fors for BPA334: BPA231, BPA131, or approval by the instructor.
BPA 335: Cross-cultural Management (6 ECTS)
The course introduces students to the role of culture in Management. It focuses on the meaning and significant of culture, studies the role of cultural values and their influence on Organizational Behaviour and sketches the significance of cross cultural similarities and differences in Management. The course also emphasises cross cultural communication and the role of culture in decision making, leadership and human resource management.
Prerequisites fors for BPA335: BPA231, BPA131, or approval by the instructor.
BPA 336: Business Communication (7 ECTS)
The course presents the basic terms and practices in the field of business communication. It covers the process/ model of communication, inter-cultural communication, communication and gender, the process of developing business messages, strategies of developing effective short positive and negative messages, developing longer business messages (reports), effective communication in teams and teamwork, developing persuasive messages, developing a CV and cover letter, effectiveness in job interviews and preparing and delivering effective oral presentations.
Prerequisites fors for BPA336: BPA231 or BPA131 or approval by the instructor. 
BPA 338: Qualitative Research Methods for Business (6 ECTS)
This course introduces students into the fundamental elements of a qualitative approach to research. Its aim is to help students understand the principles, aims, and methods of conducting qualitative research, as well as to develop an understanding of the uses of qualitative versus quantitative data. Main issues covered include qualitative research principles; qualitative research methods (observation and ethnography, interviews, content and narrative analysis, conversation and discourse analysis); qualitative research design (sampling and recruitment); credibility of qualitative research (reliability, validity, generalization); qualitative research ethics and challenges; and writing-up qualitative research results.
BPA 341: Operations Management (6 ECTS)
There is increased awareness of the importance of operations, both in manufacturing and services, in achieving a competitive advantage. This course introduces students to the fundamentals of Operations Management. Topics to be covered include: productivity and competitiveness, product and service design, process selection, facilities layout, design of work systems, aggregate planning, inventory control, materials requirement planning, Just-In-Time systems, scheduling. Current topics such as quality improvement, functional coordination, and issues in international manufacturing will also be addressed. Case studies will be used to present and discuss the above concepts.
Prerequisites fors for BPA341: BPA241.
BPA 342: Logistics and Distribution (6 ECTS)

This course addresses fundamental issues in logistics and distribution. The course covers problems regarding planning, ordering and procuring of raw materials. Problems concerning decisions for outsourcing production, facility location and warehouse capacity planning, sequencing, scheduling and routing product shipments, as well as related transportation and distribution problems will also be covered. Analytical decision support models will be presented.
Prerequisites fors for BPA342: BPA241.
BPA 343: Applied Mathematical Modeling (6 ECTS)
This course addresses modeling techniques, optimization methods and their application to practical problems. Emphasis is placed on developing modeling skills. Fundamental principles of mathematical programming are addressed and are applied to case studies for which the students perform analysis for decision support purposes. Modeling realistic problems and solving them with available modeling/optimization packages (eg., GAMS, AMPL) is an integral part of the course. Algorithmic concepts are also covered to the extent necessary in order to properly utilize the capabilities of optimization packages, interpret their results and perform postoptimality analysis. Various forms of mathematical programming models are examined: linear programs, nonlinear programs, multiobjective optimization models, integer programming models, programs with special structures (eg., network flow problems, block-structured programs).
Prerequisites for BPA343: BPA241.
BPA 344: Network Modeling and Dynamic Programming (6 ECTS)
This course examines issues in network modeling and dynamic programming problems with roughly equal emphasis on model formulation and solution techniques. The implementation and solution of large scale models with computers is an integral part of this course.
Prerequisites for BPA344: BPA241.
BPA 345: Management and Improvement of Quality (6 ECTS)
The "quality movement" is in the process of evolving from a statistical-based approach to one that envelops transformation of every aspect on management of organizations, from technological to behavioral. This course addresses the changes in management philosophy, explores the tools used by organizations to improve the quality management and organizational productivity, and covers difficulties associated with organizational change. Topics to be covered include: definitions of quality in manufacturing and service operations, quality and product design, quality in process planning, statistical process control, acceptance sampling, Total Quality Management (TQM), and Quality Function Deployment (QFD).
Prerequisites for BPA345: MAS061, MAS062.
BPA 346: Quantitative Methods in Business II (6 ECTS)
This course examines applications of linear regression models to Business Administration. The course examines simple and multiple regression, inferences in regression analysis, diagnostics and remedial measures, polynomial regression, model building procedures, nonlinear regression, and regression models with binary dependent variables. The course emphasizes data analysis from all disciplines of Business Administration. Students will also become familiar with statistical software packages such as SPSS and Minitab.
Prerequisites for BPA346: MAS061, MAS062.
BPA 347: Management Information Systems (6 ECTS)
(Previous Course Title: BPA333 - 'Management Information Systems')
The course aims to acquaint the students with the different types of information systems that organizations use in support of their strategy, and to explain how firms can deploy technological resources in order to achieve resource-based competitive advantage. The course introduces the students to e-commerce with special focus on network effects and the management (¬¬¬e.g., pricing & versioning) of digital goods. Students will become familiar with how firms use web 2.0 tools to support their marketing and knowledge-management efforts, and will come to recognize the important ethical issues raised by the prevalence of information systems in modern business environments. Students that complete the course will be able to assess the strategic position of a firm, based on its use of technology in support of its strategic resources. Further, students will be practically acquainted with the use of Web2.0 tools and will be required to complete assignments related to social media, wikis, mesh-ups etc. A number of case studies is used to demonstrate the material in practice. The firms that are studied more closely include Zara, Fresh Direct, Capital One, Netflix, Zipcar, Walmart, Zynga, and others.
Prerequisites for BPA347: BPA244.
BPA 351: Marketing Research (6 ECTS)
The role, value and limitations of marketing research in the overall marketing activity are examined. The course investigates the various steps in the research process and alternative types of research design. It also analyzes the basic methods for collecting marketing data and the types of forms used for data collection. Sampling and field procedures are also discussed, as well as the process of analyzing, interpreting and presenting the research findings.
Prerequisites for BPA351: BPA251.
BPA 352: Consumer Behavior (6 ECTS)
This course examines the various theories of consumer behavior and their application to marketing decision-making. It analyzes the internal and external influences on consumer behavior and investigates methods for segmenting the consumer market. Consumer decision process is also examined, as well as the purchasing act and its outcome. Trends in the consumer market and the issue of consumerism are also discussed within the context of this course.
Prerequisites for BPA352: BPA251.
BPA 353: Sales Management (6 ECTS)
The sales function of marketing management is investigated with special emphasis on the personal selling process. Planning and budgetary aspects of sales are discussed and methods for sales forecasting are discussed. The course also reviews ways for organizing, supervising and controlling sales people. Analytically, it focuses on the recruitment and selection of the personnel, their training and education, their motivation and compensation, and methods for evaluating sales performance.
Prerequisites for BPA353: BPA251.
BPA 354: Marketing Communications (6 ECTS)
The course highlights the role of promotion in marketing and provides an overview of the communication process. It investigates the buyer decision-making process and examines the role of market segmentation and product positioning in promotion. It also analyzes in detail the basic promotional tools, namely advertising, sales promotion, personal selling and public relations.
Prerequisites for BPA354: BPA 251.
BPA 355: Distribution Management (6 ECTS)
The course provides an understanding of the distribution environment and examines the role of marketing in wholesale and retail strategy. It explains how to research and target the customers of distribution organizations. Distribution positioning strategy, namely merchandising, customer service, pricing aspects, store environment and customer communications, is analyzed.
Prerequisites for BPA355: BPA 251.
BPA 432: Innovation Management (6 ECTS)
The management of innovation is one of the most important and challenging aspects of modern business. Innovation is the fundamental driver of competitiveness and plays a large part in improving the quality of life. Although technological innovation is uncertain and risky, it can be managed. Therefore it is essential that students understand the strategies, tools and techniques for managing innovation. This course aims to equip students with an understanding of the main issues in innovation management, an awareness of the key features of success, and an appreciation of the relevant skills needed to manage innovation at both strategic and operational levels. The topics covered include product and process innovations, radical and incremental innovations, protecting intellectual property, appropriability, diffusion of innovations, sources of innovations etc.
Prerequisites for BPA432: BPA231, BPA131, or approval by the instructor.
BPA 434: Entrepreneurship (6 ECTS)
The purpose of this course is to explore the many dimensions of new venture creation and growth. While most of the examples in class will be drawn from new venture formation, we will also draw on cases from intrapreneurship, social and non-profit entrepreneurship. The class sessions will be devoted to the process of conceptualizing, developing, and managing successful new ventures, ideas or products towards the creation of a business plan.
Prerequisites for BPA434: BPA231, BPA131, or approval by the instructor.
BPA 435: Strategic Management (7 ECTS)
(Previous Course Title: BPA435 - 'Business Policy')
This course addresses issues concerning a company such as vision, mission, and objectives. Emphasis is given on competitive analysis, the nature of competitive advantage, the structures and control of management processes, diversification strategies, culture and leadership.
Prerequisites for BPA435: Successful completion of 3rd year of studies. Students from other departments of the Faculty of Economics and Management need approval by the instructor.
BPA 436: Leadership (6 ECTS)
The course introduces the students to the major issue of leadership on the basis that leadership is dynamic and not static. Major theories on leadership are analysed and the relationship between leader, followers and situations is explored as well as the investigation of the process of leadership. Emphasis is given to the role of social gender and culture in leadership, to the characteristics and values of leaders as well as charismatic leadership and follower roles.
Prerequisites for BPA436: BPA231, BPA131, or approval by the instructor.
BPA 439: Management of Public Organizations (6 ECTS)
This course introduces students to the important concepts and tools for managing public organizations. The course highlights the similarities and differences between business (private) and public organizations and includes material on strategic analysis, performance measurement and management, organizational structure and culture, operations and process management, and organizational learning and change.
Prerequisites for BPA439: BPA231, BPA131, or approval by the instructor.
BPA 440: Case Studies in Business Modeling (6 ECTS)
The modeling of complex business problems is an art that can not be learned by studying only modeling tools. This course is based on case studies of real-world business problems that can be modeled using a variety of management science tools. Students will learn how to combine linear programming, concepts of probability, decision trees and decision theory, to structure a formal decision making approach to a real problem. Analysis, and computer solutions if necessary, will be examined for their managerial implications. This is the capstone course of the Management Science concentration. It will emphasize the complete cycle: ''problem understanding-modeling-analysis-development of managerial plans".
Prerequisites for BPA440: BPA343 ή BPA442 (can be taken at the same time).
BPA 441: Production Planning (6 ECTS)
n the past two decades, there has been two revolutions in the area of manufacturing planning and control. In the 1970s, it was Materials Requirements Planning (MRP). In the 1980s it has been Just-In-Time (JIT). This course addresses the tactical (medium and short term) decisions facing an operations manager. Topics to be covered include: medium-term planning, detailed planning, scheduling and control, JIT, issues in inventory management, new technologies and their impact (Flexible Manufacturing Systems, Group Technology and Cellular Manufacturing). The course is accompanied with case studies.
Prerequisites for BPA441: BPA 341.
BPA 442: Linear and Nonlinear Programming (6 ECTS)
This course examines linear and nonlinear optimization problems with special emphasis on solution techniques. Linear programming in matrix form: the revised simplex method, parametric programming, and duality theory. Nonlinear programming: fundamental concepts, single variable minimization, algorithms for unconstrained optimization such as the method of steepest descent and Newton-like methods, algorithms for constrained optimization such as penalty methods and Rosen's gradient projection. Emphasis will also be given on the computer implementation of optimization techniques.
Prerequisites for BPA442: BPA343.
BPA 443: Stochastic Systems (6 ECTS)
Consideration of uncertainties plays an important role in the business environment. This course introduces the theory and mathematical foundation of stochastic processes and probability models. Topics to be covered include: Poisson processes, Markov chains, renewal theory, queuing theory, Brownian motion. An introduction to stochastic optimization programs as tools for addressing decision problems under uncertainty is also covered. Emphasis is placed on the use of stochastic models for various operation, financial, and strategic planning problems.
Prerequisites for BPA443: BPA343, MAS061, MAS062.
BPA 444: Manufacturing Strategy (6 ECTS)
The choice of a particular corporate strategy must be translated into specific actionable policy statements regarding (i) capacity/plant location decisions, (ii) choice of product/process technology, (iii) infrastructure design with respect to workforce and production planning and control, and (iv) supplier relationships. The course addresses the above dimensions of a manufacturing strategy and mainly consist of cases and current selected readings.
Prerequisites for BPA444: BPA341.
BPA 445: Management of Service Operations (6 ECTS)
Service companies constitute the largest and fastest-growing segment of the economies of most developed and developing countries. This course explores the specific tasks faced by managers in various types of service operations. Particular attention is paid to developing an understanding of the close links among the operations, human resources, and marketing functions in service operations. Topics to be covered include: customer contact, manufacturing principles in services, service quality, failsafing services, service recovery, service guarantees, capacity issues in service operations, service driven companies, services in manufacturing (service factory), marketing of service operations.
BPA 446: Applications of Neural Networks in Business (6 ECTS)
This course introduces students to basic concepts of artificial neural networks. These concepts are applied to various areas in business. Topics include: Training algorithms for multilayer perceptrons, training radial basis networks, probabilistic neural networks the Hopfield network and the Kohonen network. Applications in business include: Bankruptcy prediction, exchange rate forecasting, earnings and cash flow prediction, facility layout problems, and prediction of stock returns.
Prerequisites for BPA446: MAS001, MAS002, MAS061, MAS062.
BPA 447: Quantitative Methods in Business III (6 ECTS)
This course examines applications of multivariate analysis and time series in business. Topics examined include: discriminant analysis, principal components analysis, factor analysis, and cluster analysis, trend and seasonality in time series, and ARMA models.
Prerequisites for BPA447: BPA 346.
BPA 448: Planning and Managing Projects (6 ECTS)
The course will examine the process of project planning . issues to be examined include project definition, managing organization and cost in projects, managing time and resources in projects, as well as managing risk in projects. The course also presents techniques for the effective initiation and completion of projects and techniques to manage the performance of the project in terms of cost, time and quality during its implementation phase. The course aims towards providing participants with the tools to create the project manual in which all aspects of the project are presented and are essential during its implementation. During the course, computer software dealing with project management will also be presented.
BPA 449: Current Topics in Management Science (6 ECTS)
The contents of this course will change from year to year depending on the interests of the faculty. It will be designed to address advanced topics in management science that are timely. In particular, it is envisioned that projects will be identified with local industry and teams of students will be offered guidance and supervision to work on problems of their interest. The course requirements will be readings of relevant literature, lectures by the instructor and visiting speakers, and completion of a project.
Prerequisites for BPA449: BPA343.
BPA 451: Services Marketing (6 ECTS)
Here the application of marketing in the area of services is examined. The course investigates the external environment governing the marketing of services, as well as the behavior of the service buyer. It analyzes the key elements of the services marketing mix, namely new service development, pricing of services, service distribution and service promotion. It also examines the marketing planning process for services, as well as the service marketing organization, implementation and control.
Prerequisites for BPA451: BPA251.
BPA 452: International Marketing (6 ECTS)
This course investigates marketing activities within the international context. It analyzes the major aspects of the international marketing environment and reviews the international marketing research process. It investigates methods and strategies for foreign market segmentation and selection, and analyzes critically the international marketing mix tools, namely, products, pricing, distribution channels, and promotion. The international marketing planning process, as well as the organization, implementation and control of international marketing activity, are also examined.
Prerequisites for BPA452: BPA251.
BPA 453: Strategic Marketing (6 ECTS)
The strategic aspects of marketing are investigated and the basic tools for marketing warfare reviewed. The role of marketing within the overall corporate strategy is discussed and the various components of the marketing planning process rigorously examined. Moreover, both the internal and external environments of the firm are analyzed. It examines the process of setting strategic and tactical objectives and explores alternative ways for their achievement. It also analyzes methods for implementing marketing strategies and reviews various control mechanisms.
Prerequisites for BPA453: BPA251.
BPA 454: Business-to-Business Marketing (6 ECTS)
The application of marketing management in the case of organizations is examined. The course reviews the characteristics of the organizational market and analyzes the behavior of the organizational buyer. It examines the role of marketing intelligence and methods of segmenting the organizational market. The process of marketing planning and strategy formulation in organizational business is also reviewed. Various aspects of the business-to-business marketing mix, such as new product development, pricing, distribution channels and communications are critically examined. Insights are also provided into the organization and control of business-to-business marketing strategies.
Prerequisites for BPA454: BPA251.
BPA 455: Seminars in Marketing/Management (6 ECTS)
A variety of current advanced topics relating to marketing/management, such as the internationalization process of the firm, the interaction approach to the buyer-seller relationships, and the application of information technology, is discussed. The course relies heavily on the latest developments in the academic literature and aims towards stimulating interest in future research.
Prerequisites for BPA455: BPA131, BPA251, or approval by the instructor.
BPA 456: Electronic Marketing (6 ECTS)
The course aims to present the ways in which existing concepts, theories and models of Marketing and Business Administration in general can be used as a basis for designing, developing and implementing effective strategies of electronic marketing. Particular emphasis is given to: (a) the presentation of how to utilize the Internet to enhance the effectiveness and efficiency of the traditional mode of marketing, (b) the integration of electronic marketing in the existing design tools of marketing, and (c) the development of marketing strategies that are based exclusively on the Internet.

Prerequisites for BPA456: BPA251.
BPA 458: Social Media Marketing (6 ECTS)

The rapid expansion of social media marketing has caused fundamental shifts in the way business firms communicate and interact with their customers. This course examines social media from the perspective of marketing, focusing on the new practices and techniques pursued in developing and implementing a firm's marketing strategy. The course content reflects current developments in marketing with respect to social media and bridges the gap between theory and practice using contemporary examples and real-world case studies. The objective of the course is for students to acquire fundamental knowledge and skills that will enable them to set appropriate objectives, develop and implement effective marketing strategies and programs in social media, and monitor and measure the outcomes of these efforts. Upon completion of this course, students should be able to describe the ecosystem of social media and its impact on traditional marketing strategy, identify the profile and purposes of the most popular social media platforms (e.g., Facebook, Twitter, You Tube, LinkedIn, Pinterest), evaluate the appropriateness of each platform for specific businesses, understand the dynamic nature and multiplicity of social media content, design strategies for brand development and growth using appropriate tactics and tools, and build corporate reputation and manage crises through social media.

BPA 460: Advanced Topics in Strategy (6 ECTS)
To develop and apply a successful strategy, an organization must be able to face and critically analyze four different issues (a) the organization's boundaries: what must an organization do, what size should it be, and in what business sectors should it enter? (b) market and competition analysis: what is the nature of the markets in which the organization is competing and what is the nature of the organization in these markets? (c) market position: how should an organization place itself so that it is competitive, what is the basis of its competitive advantage, and how should it adapt and change in the course time? (d) the internal environment of the organization: how should an organization build its internal structure? Answers to these difficult but important questions will be sought within economic theory, economic sociology, strategic theory and organizations studies.
Prerequisites for BPA460: BPA435.
BPA 461: People and Organizations (6 ECTS)
This course covers a range of topics, including the concept of the social self, perceiving group and individuals, attribution theory, and behavior within organizations. Special emphasis is placed on issues of power and authority, obedience and conformity, and on how stereotypes and prejudice affect groups and organizations negatively.
Prerequisites for BPA461: BPA231.
BPA 462: Advanced Organizational Behavior (6 ECTS)
In this course, students will study individual and group processes in depth. Topic covered include decision making, basic individual psychology, group formation, and problems in the development and functioning of teams as well as ways to avoid typic group problems
Prerequisites for BPA462: BPA231.
BPA 463: Negotiations and Conflict Management (6 ECTS)
Negotiations are an integral part of our professional and personal life. Therefore, business executives should have highly developed negotiation skills and to be aware of the necessary procedures for a successful negotiation. With these skills they should be able to deal with business situations with individuals or teams as well as with suppliers and customers. This course examines the theory, the procedures and the practical aspect of negotiations especially within the business environment. It gives special emphasis on the different types of negotiation, the strategy of negotiations, the correct communication between parties, sources of power in negotiations, ethics, multiparty negotiations and others. It also covers conflict management during the negotiation process.
Prerequisites for BPA 463: BPA 231, BPA 131 or approval by lecturer.
BPA 464: Energy - Strategy and Opera (6 ECTS)
Energy – where to get it from, how to use it efficiently and responsibly – is arguably one of the most critical economic, environmental and social challenges facing the globe today. The course will introduce students to the basic concepts and methods of analysis used across the social sciences (with primary emphasis on economics and business), and help them to understand the production, distribution and consumption of energy. In other words, we will examine the full ‘life cycle’, or ‘cradle to grave to cradle again’ of energy (from the stage of raw materials, or inputs, to generation, conversion, distribution, consumption, recycling, and managing waste and impacts).

Such methods, tools and perspectives will help students understand, critique, and ultimately influence the management of technical, economic, and policy choices regarding the options for energy generation and use. We will focus equally on the technical, socioeconomic, political, and environmental impacts of energy. The course will include examples of cost-benefit, organizational, and institutional analyses of energy production, transformation, and use. It will also use material balance, energy balance and life cycle assessment tools to examine the environmental impacts of energy technologies. Examples will be drawn from various countries and settings.

The second part of the course will provide students with insights on the main trends and characteristics of the energy business. Building on knowledge gained in the first two parts of the course, we will further discuss the value chains of specific energy companies (using those involved in the Cyprus energy market as examples), and consider the energy market outlook, with a particular emphasis on natural gas and the latter’s impact on the development of the energy sector in Cyprus and the Eastern Mediterranean.

BPA 468: Entrepreneurship and Innovation (7 ECTS)

The course provides the theoretical and practical framework for the study and analysis of entrepreneurship and innovation. Topics covered include, inter alia, business plans, venture capital, business angels, intellectual property protection, diffusion of innovations and the innovation sources.
Entrepreneurship refers to the process of identification, assessment and development of opportunities, regardless of the resources that we have available to us. Today, mainly because of economic and social conditions, entrepreneurship is difficult but imperative.

The aim of the course is to explain the process of innovation and entrepreneurship (inter-dependent concepts) in an understandable and simple way. Additionally, the course provides guidance to students to identify a business opportunity, to set up and grow a business, and to have a successful exit. The lectures are based on academic theory, but the emphasis is focused on the practical application of this theory. The series of lectures is designed to familiarize students with theories and practice about entrepreneurship and the management of new businesses while simultaneously elaborating on the role played by new business ideas in the economy. Specifically, the course provides the theoretical basis regarding the principles innovation, entrepreneurship and small business management but also the practical application of this knowledge so that students develop the ability to create and manage business effectively and efficiently. The main practical aim of the course is to develop a business plan.

Prerequisites for BPA 468: PBA231, PBA131 or instructor's approval
BPA 490: Senior Thesis in Management Science I (6 ECTS)
BPA 491: Senior Thesis in Management Science II (6 ECTS)
BPA 494: Senior Thesis in Marketing I (6 ECTS)
BPA 495: Senior Thesis in Marketing II (6 ECTS)
BPA 498: Senior Thesis in Management I (6 ECTS)
BPA 499: Senior Thesis in Management II (6 ECTS)