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IESEG School of Management ( IÉSEG )

Code Cours :



Niveau Année de formation Période Langue d'enseignement 
Professeur(s) responsable(s)F.BADDAR
Intervenant(s)Fawaz BADDAR

Objectifs du cours

At the end of the coruse, the student should be able to:
- To understand the importance of purchasing and supply chain function in an organization and
develop the objectives of purchasing department
- Achieve more from negotiations by understanding how to effectively prepare and conduct negotiations within a procurement management framework.
- Align their negotiation strategy with the procurement process to rationalise categories, select high performing suppliers and consistently manage them to better business results.
- To identify, establish and build relationships with key suppliers.
- To analyze, evaluate, and apply relevant information from a variety of sources.

Contenu du cours

- Implementing strategies for cost-effective purchasing and procurement
- Supplier selection and management
- Essential negotiation skills for the procurement function
- Product & Pricing Decisions
- After purchase follow-up

Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Face to face
Independent work
Reference manual 's readings6,00  
Independent study
Group Project8,00  
Estimated personal workload10,00  
Charge de travail globale de l'étudiant50,00  

Méthodes pédagogiques

  • Presentation
  • E-learning
  • Research
  • Interactive class


The assessment is based on the two main components
1- Group Coursework
2- Written exam

Type de ContrôleDuréeNombrePondération
Final Exam
Written exam2,00160,00
Case study0,00140,00
TOTAL     100,00


  • Lysons, K. & Farrington, B. (2012). Purchasing and Supply Chain Management (8th ed.). Pearson -

  • Gadde, L.-E., Hakansson, H. & Persson, G. (2010). Supply Network Strategies (2nd ed). Wiley -

  • Ford, D.(ed.) (2002). Understanding Business Marketing and Purchasing (3rd ed.). Thomson -

  • Axelsson, B. & Wynstra, F. (2001). Buying Business Services. Wiley -

Ressources internet

* Informations non contractuelles et pouvant être soumises à modification
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