International negotiations with suppliers (5 cr)

Code: IB00CP43-3002

General information

Enrollment: 15.08.2020 - 04.09.2020
Registration for the implementation has ended.

Timing: 07.09.2020 - 16.10.2020
Implementation has ended.

Number of ECTS credits allocated: 5 cr

Local portion: 5 cr

Mode of delivery: Contact learning

Unit: Liiketalouden koulutusyksikkö, Kouvola (vanhennettu)

Campus: Kouvola Campus

Teaching languages: English

Degree programmes: Degree Programme in International Business

Teachers: Sara Czabai-Leppänen

Teacher in charge: Sara Czabai-Leppänen

Course: IB00CP43

No reservations found for realization IB00CP43-3002!

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