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IESEG School of Management ( IÉSEG )

Code Cours :



Niveau Année de formation Période Langue d'enseignement 
Professeur(s) responsable(s)JR.FAURE
Intervenant(s)Jean-Robert FAURE

Pré requis

No prerequisites

Objectifs du cours

This course will present the main aspects of Purchasing and Negotiation in an international environment.
Today's business strategies are becoming more and more globalized and international.
Today's managers need to understand how the Purchasing/ Buying function is crucial in establishing an international business strategy.

At the end of the course, the student should be able to:
- understand how Purchasing ties in with the other main business functions in the firm.
- master the key variables in Purchasing: price, quality, delivery and transportation,…
- operate successfully as a Purchasing agent and Purchasing practitioner within an organization.
- set up, improve and review an effective Purchasing strategy according to the Firm's global policy.

Contenu du cours

Introduction to Purchasing/ Buying.
Purchasing organizations and supply processes.
How to manage quality, specification and service.
How to manage the price aspect in the Buying Negotiation Process.
Supplier selection, identification and evaluation.
Global Supply: what is really behind that concept?
Purchasing Services for the firm : a real challenge.
Research in the field of Purchasing and Negotiation: a general update.

Modalités d'enseignement

Organisation du cours

This course is an interactive course, it is based on student participation. Students will also be asked to work on practical case studies.

TypeNombre d'heuresRemarques
Face to face
Interactive class16,00  
Independent work
Independent study
Estimated personal workload18,00  
Charge de travail globale de l'étudiant38,00  

Méthodes pédagogiques

  • Lecture
  • Presentation
  • Project work
  • Interactive class


Assessment will take student's participation as well as the personal work on case studies into account

Type de ContrôleDuréeNombrePondération
Continuous assessment
Written Report0,00020,00
Case study0,00020,00
TOTAL     100,00


  • Reading material will be indicated at the beginning of the course -

* Informations non contractuelles et pouvant être soumises à modification
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