This class exists in these courses :
• IÉSEG > IESEG Degree - Programme Grande École > Semester 1 > 2,00 ECTS

Prerequisites

This course is designed for students that are particularly interested in purchasing. A prior basic understanding of negotiation is desired (e.g. by having taken the Practical Negotiationg Skills course) or prior experience in negotiation.

Learning outcomes

The main objective of this elective is to understand purchasing and negotiation processes in the industry.
• Understand the process of purchasing in the textile industry
• Undertand the technical forms such as the set of specifications (cahier de charge)
• Negotiate with suppliers in a cross cultural environment
• Develop a basis for relationship develoment overcoming cultural differences
• Negotiate with quality control agencies
• Manage conflict with a supplier
• Negotiate internally for the product distribution

Course description

This course is developed and delivered by one academic professor and one experienced practitioner.
It will focus on the integration between negotation theory, cultural theory and the purchasing practice.
The course will include real product specifications, materials, samples.
Students will engage in tailor made negotiation expercises adapted to purchasing in the textile industry (eg. suppliers, quality control agencies, internal negotiation).
Most of the course content and material will be based on real negotiations.

Class type

Class structure

Teaching methods

• Case study
• Interactive class
• Project work
• Research
• Visits/fields trips

Assessment

Evaluation as follows:
Students will be graded on their planning for negotiation and final paper.

Recommended reading

• Negotiation, Lewicki et al.. -

• Research Methods for Business Students, Saunders et al. -

• Negotiating Globally, Brett -

Internet resources

• IÉSEG Online