International negotiations with suppliersLaajuus (5 cr)

Objective

You are able to:?
explain the theoretical principles and practical steps of the supplier-buyer negotiation process?
select strategies and tactics for different supplier-buyer negotiation situations, including the total cost ownership (TCO) approach
distinguish between competitive bidding and negotiations
demonstrate negotiating skills in active business/sales negotiation situations?

Content

How to utilise tactics and ploys in procurement negotiations??
How to choose the right negotiating strategy for different supplier-buyer negotiations??
What are the typical negotiating mistakes??
What are the ethical aspects of negotiations during supplier selection?
What is competitive bidding and its electronic tools?

Evaluation

You can
a. use professional vocabulary and concepts in an expert way in different situations
c. work as team members in working life expert duties and identify and describe the problems of the professional field
g. apply critically the ethical principles of the professional field in different situations

Qualifications

Supply chain management 5 ECTS credits

Materials

All the complementary courses of Global Supply Chain Management study path.