Motivation and Engagement, Introduction to Business, Business Negotiations, Introduction to Entrepreneurship for Small Business


Nada Zupan, PhD & Metka Tekavčič, PhD & Davor Vučkovski & Verica Hadzi Vasileva-Markovska, 24-28.4.2017, M6 Educational Centre

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Motivation and Engagement

Workshop Overview

At first, the main concepts of motivation and engagement will be explained and differentiated from other similar concepts, such as commitment and satisfaction. The main focus will then be on exploring how individual and team motivation and engagement contribute to employee and organizational performance. The emphasis is on discovering which factors contribute to high levels of motivation and engagement and what are the roles of an individual and organization to maintain high levels of motivation and engagement.

Who Should Attend

Newly employed staff, interns and university students

How will you benefit?

· Understand the basic concepts of motivation and engagement and differentiate them from other similar concepts
· Comprehend the role of motivation and engagement for high performance
· Be able to identify general and personal motivation and engagement drives
· Develop skills to develop self-motivation and motivation of others
· Be able to generate high engagement levels (personal and in a team)

Introduction to Business

Workshop Overview

This course is designed to introduce students to basic categories in business. The course will focus on cost and their different classifications, break-even point and CVP analysis and relevant costs for decision making. Lectures will stimulate students to think about theoretical concepts and to look for answers to practical questions.

Who Should Attend

Newly employed staff, interns and university students

How will you benefit?

· Develop knowledge that enables faster and better understanding of specific business courses
· Develop understanding of the nature and problems of business processes in companies and other organizations
· Manage costs and overall performance in organizations

Business Negotiations

Workshop Overview

The course is dealing with bilateral, multilateral, business and other types of negotiations as a skill and process. Participants will learn about characteristics of different kinds of negotiations, preparations, process of face to face negotiations, preparations, measuring the outcomes, using objective criteria, what are alternatives and how to wind up negotiation processes. Special attention will be given to negotiations strategies and tactics as well as practical suggestions how to resolve different negotiations problems.

Who Should Attend

Newly employed staff, interns and university students

How will you benefit?

· Importance of negotiation skills
· The negotiations’ types
· The conflicts occurrence
· The different approaches towards conflicts’ resolution
· Approaches for solving problems
· The processes for conflicts’ resolution
· Best practices for negotiation
· Achieved knowledge for the theory of negotiation
· Improved skills for negotiation

Introduction to entrepreneurship for small businesses

Workshop Overview

The course will elaborate the main concept of entrepreneurship, what it means, how it is defined, what its main characteristics are. It will also touch upon the thoughts of the main economic researchers who were dealing with the phenomenon of entrepreneurship. The course will be very practical and it will explain to the participants what is needed to start with a venture of their own. It will explain the main phases of the entrepreneurial process, like the idea generation, starting the enterprises, growing and becoming known locally and with the region or the country and finally reaching to internationalization. It will start with a very sensitive phase, and this is the idea generation. Further down, the course will explain the main structure of the business plan, how they are prepares, what sources of information are needed, how they are summarized, what kind of institutional or other support can be used, how is the plan summarized and how and where it is presented. A strong focus will be devoted to the availability of funds for the new enterprise formation and operation.

Who Should Attend

Newly employed staff, interns and university students

How will you benefit?

· Understand the main concept of the entrepreneurship
· Understand the role of the entrepreneur and entrepreneurship for the society
· Understand the main stages of entrepreneurship
· Understand how is the business plan prepared
· Understand how to get the needed funding for a good business idea

Day 1 (24.04.2017)

08:45 – 09:00 Registration

09:00 – 09:45 Motivation and Enagement
Topic: Defining motivation and engagement
Lecturer: Nada Zupan, PhD

09:45 – 10:00 Coffee Break

10:00 – 10:45 Introduction to Business
Topic: Business process and basic business concepts. Profit. Income flow vs. cash flow
Lecturer: Metka Tekavčič, PhD

10:45 – 11:00 Coffee Break

11:00 – 11:45 Business Negotiations
Topic: Business Negotiations
Lecturer: Davor Vučkovski

11:45 – 12:00 Coffee Break

12:00 – 12:45 Introduction to Entrepreneurship for Small Business
Topic: The concept of entrepreneurship
Lecturer: Verica Hadzi Vasileva-Markovska

Day 2 (25.04.2017)

08:45 – 09:00 Registration

09:00 – 09:45 Motivation and Enagement
Topic: The high performance model
Lecturer: Nada Zupan, PhD

09:45 – 10:00 Coffee Break

10:00 – 10:45 Introduction to Business
Topic: Costs and their different classifications
Lecturer: Metka Tekavčič, PhD

10:45 – 11:00 Coffee Break

11:00 – 11:45 Business Negotiations
Topic: Preparation phase and outcomes
Lecturer: Davor Vučkovski

11:45 – 12:00 Coffee Break

12:00 – 12:45 Introduction to Entrepreneurship for Small Business
Topic: Stages of entrepreneurial process
Lecturer: Verica Hadzi Vasileva-Markovska

Day 3 (26.04.2017)

08:45 – 09:00 Registration

09:00 – 09:45 Motivation and Enagement
Topic: Identifying motivation drivers
Lecturer: Nada Zupan, PhD

09:45 – 10:00 Coffee Break

10:00 – 10:45 Introduction to Business
Topic: Break-even point and CVP analysis
Lecturer: Metka Tekavčič, PhD

10:45 – 11:00 Coffee Break

11:00 – 11:45 Business Negotiations
Topic: Negotiator’s characteristics, communication skills of negotiators
Lecturer: Davor Vučkovski

11:45 – 12:00 Coffee Break

12:00 – 12:45 Introduction to Entrepreneurship for Small Business
Topic: Ideas generation and assessment
Lecturer: Verica Hadzi Vasileva-Markovska

Day 4 (27.04.2017)

08:45 – 09:00 Registration

09:00 – 09:45 Motivation and Enagement
Topic: Developing self-motivation and motivating others
Lecturer: Nada Zupan, PhD

09:45 – 10:00 Coffee Break

10:00 – 10:45 Introduction to Business
Topic: Relevant costs for decision making
Lecturer: Metka Tekavčič, PhD

10:45 – 11:00 Coffee Break

11:00 – 11:45 Business Negotiations
Topic: Types of negotiators, negotiation styles, positioning for negotiations
Lecturer: Davor Vučkovski

11:45 – 12:00 Coffee Break

12:00 – 12:45 Introduction to Entrepreneurship for Small Business
Topic: Preparing a business plan and consider funding possibilities
Lecturer: Verica Hadzi Vasileva-Markovska

Day 5 (28.04.2017)

08:45 – 09:00 Registration

09:00 – 09:45 Motivation and Enagement
Topic: Managing engagement in organizations
Lecturer: Nada Zupan, PhD

09:45 – 10:00 Coffee Break

10:00 – 10:45 Introduction to Business
Topic: Performance evaluation: Key performance indicators
Lecturer: Metka Tekavčič, PhD

10:45 – 11:00 Coffee Break

11:00 – 11:45 Business Negotiations
Topic: Negotiations’ scenery, effective negotiating, closing negotiations
Lecturer: Davor Vučkovski

11:45 – 12:00 Coffee Break

12:00 – 12:45 Introduction to Entrepreneurship for Small Business
Topic: Presentation of the business plan to stakeholders and starting the action!
Lecturer: Verica Hadzi Vasileva-Markovska


Nada Zupan, PhD
Nada Zupan is an associate professor and the head of Academic Unit of Management and Organization at the Faculty of Economics, University of Ljubljana. She completed her master’s studies in 1990 at Cornell University in the field of Organizational Behavior and her doctoral studies in 1999 at the Faculty of Economics in Ljubljana in the field of Human Resource Management. Her main research interests include strategic HRM, performance management, compensation, cross-cultural management and communication. She teaches courses on HRM, Compensation, Business Communication and Global Business Communication. Besides teaching at home campus and in Macedonia and Bosnia & Herzegovina, she also participated as visiting professor at IESEG, Lille, France and KNU, Daegu, Korea. She is also academic co-ordinator for KEUDOS project, a double degree program opportunities for EU and Korean students. She is actively involved in management training programs and consulting as she likes to combine theory and practice, thus she has worked with more than 50 Slovenian companies on various consulting and training projects, including Kolektor, Gorenje, BSH, BTC, Petrol and NLB. She has published over 60 articles and monographs and she regularly attends international conferences. She is also an active member of Slovenian Human Resource Association.
Metka Tekavčič, PhD
Metka Tekavčič, Ph.D., a full professor and dean at the Faculty of Economics, University of Ljubljana. She was elected as dean of the FELU in 2013. From 2001 to 2007 professor Tekavčič was vice-dean at the FELU. From 1999 to 2001 she was also the Head of the Academic Unit of Management and Organization. Her research interest lies in the fields of cost and performance management, as well as non-profit and especially education management. She has attended many international conferences, where she has presented papers from her research areas. She has published several research articles in Slovene, other European, and US peer-reviewed journals. She is a member of editorial boards in several prominent journals from her research field. She has vast experiences in teaching at both undergraduate and graduate levels and she also regularly teaches in managerial training programs.
Davor Vučkovski
By living in Macedonia, Slovenia, Poland and Korea through-out the years, Davor Vuchkovski has developed strong skills of understanding different cultures. He has three years of working experience in the fields of international procurement, sales and contract management. His fields of interest are international business management, international marketing and sales management. EDUCATION: Master in International Business (University of Ljubljana, Faculty of Economics), Bachelor of Economics: Money and Finance (University of Ljubljana, Faculty of Economics), International Baccalaureate Bilingual Diploma (Druga Gimnazija Maribor). AREAS OF RESEARCH AND TEACHING INTERESTS: International Business, International Marketing, Risk Management, Culture, Globalization, Central and East Europe.
Verica Hadzi Vasileva-Markovska
Verica Hadzi Vasileva-Markovska has more than 32 years experience in various consulting, advisory, training and public administration assignments.
She is one of the founders and Managing Partner of AAG - Analysis and Advisory Group. AAG - Analysis and Advisory Group is a Macedonian consulting company involved in various advisory assignments both to the Government ministries and agencies and corporations. Prior to AAG, she used to be a Partner in Ernst & Young Southeast Europe, in charge for Macedonia, Albania and Kosovo. Before that she was a director of the Privatization Agency of the Republic of Macedonia and Deputy Director since the establishment of the Privatization Agency. Verica was one of the founders and first President of the AmCham Macedonia.
Currently she is member of the Council of the Central Bank of RM.
She is a licensed auditor, valuation trainer and mediator in Macedonia. Verica is one of the initiators, founders and member of the Board of the Institute of Directors of the Republic of Macedonia. Verica holds a master degree in Marketing from Economic Faculty in Skopje and Graduate Certificate of Business Administration from the Swinburne University from Australia.
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