Module Catalogues

Purchasing and Negotiation

Module Title Purchasing and Negotiation
Module Level Level 2
Module Credits 2.50

Aims and Fit of Module

Aims of this module are that purchasing has a critical role as a boundary-spanning function, through which it contributes to an organisation’s strategic success.
The aim of this module is to provide an integrative understanding of the role and objectives of the purchasing function and its complex inter- and intra-organisational relationships that contribute to sustained commercial success and maximisation of competitive advantage.
To prepare students with the skills and strategies to understand cultural differences in different countries, to resolve conflict and develop a lasting business relationship both domestically and internationally.
Specific topics include the critical evaluation of purchasing strategies, tools and constraints including sourcing, supplier development and supplier-client relationships. The module also explores issues relating to contracts, including tendering, bidding and order management processes, as well as the legal, commercial and socio-economic implications of purchasing strategies

Learning outcomes

A. Define, describe and evaluate purchasing strategy options and the impact on total supply chain management and business strategy. Appreciate cultural aspects both within and outside China, and how cultural differences can impact on business negotiations.
B. Demonstrate a critical understanding of the objectives of the purchasing function and its strategic relationships, both internal and external to the organisation. Demonstrate a critical understanding of the specifics of managing a sales team, especially in international contexts.
C. Assess and apply leading best practice purchasing techniques and strategies within different sectors. Apply strategies and techniques in negotiating business at the international level.
D. Critically analyse key issues in international purchasing and sourcing in emerging economies, particularly China. Analyse problems and issues that arise when negotiating in an international context.

Method of teaching and learning

The teaching philosophy of the module follows very much the philosophy of Syntegrative Education. This has meant that the teaching delivery pattern, which follows more intensive block teaching, allows more meaningful contribution from industry partners. This philosophy is carried through also in terms of assessment, with reduction on the use of exams and increase in coursework, especially problem-based assessments that are project focused. The delivery pattern provides space in the semester for students to concentrate on completing the assessments.
Lectures and interactive workshops will introduce, explore and critique current theory and professional practice. Teaching will be based on theories of culture, negotiation and ethics, taught in a seminar format with extensive case study material being used, along with a number of negotiation simulations.
A wide range of textbooks are suggested as supplementary reading and video cases are used to support the lecture material.
A range of journals, texts, online videos and opinion pieces will be used as a basis for further reading/study to extend application of theory to a range of sectors. References to new research will expose students to state-of-the-art contemporary research
Workshops will develop students’ skills of critical analysis and strategic thinking. Workshops covering case studies, problem solving, group work and presentations will link theory and practice and develop students’ skills in collaborative teamwork and communication