Module Catalogues, Xi'an Jiaotong-Liverpool University   
Module Code: IFB204TC
Module Title: Purchasing and Negotiation
Module Level: Level 2
Module Credits: 2.50
Academic Year: 2021/22
Semester: SEM1
Originating Department: School of Intelligent Finance and Business
Pre-requisites: N/A
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 
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
• Purchasing as a strategic resource

• Supply base segmentation and sourcing strategies

• Supply networks and consortia

• Managing internal and external relationships

• Power, trust and conflict in buyer-seller relationships

• Supplier performance evaluation

• Sustainable procurement

• Contract principles and contract law

• Public sector procurement

• Purchasing ethics and professional behaviour

• Negotiation Principles

• Negotiation Variables and Strategies

• Cross-cultural negotiation

• International Sales and Negotiation.

• Political, social and cultural aspects of negotiation
Delivery Hours  
Lectures Seminars Tutorials Lab/Prcaticals Fieldwork / Placement Other(Private study) Total
Hours/Semester 14    7      54  75 


Sequence Method % of Final Mark
1 Business Simulation(1000 Words) 50.00
2 Case Study(1000 Words) 50.00

Module Catalogue generated from SITS CUT-OFF: 10/21/2020 6:59:53 PM