International negotiations with suppliers (5 cr)
Code: IB00CP43-3002
General information
Enrollment
15.08.2020 - 04.09.2020
Timing
07.09.2020 - 16.10.2020
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Campus
Kouvola Campus
Teaching languages
- English
Degree programmes
- Degree Programme in International Business
Teachers
- Sara Czabai-Leppänen
Teacher in charge
Sara Czabai-Leppänen
Groups
-
IBKV18SP2
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 scale
1-5
Qualifications
Supply chain management 5 ECTS credits