Study Guide

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?

Materials

In Learn.

Teaching methods

Scheduled track:
Active participation in the contact sessions, exercises and assignments and exam.

Independent track:
Not offered.

Blended track:
No blended track offered.

Evaluation scale

1-5

Assessment methods and criteria

Active participation, assignments and exam.

Qualifications

Supply chain management 5 ECTS credits