International negotiations with suppliers IB00CP43-3002 07.09.2020-16.10.2020
Learning outcomes of the course
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?
Prerequisites and co-requisites
Supply chain management 5 ECTS credits
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?