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IESEG School of Management ( IÉSEG )

Code Cours :



Niveau Année de formation Période Langue d'enseignement 
Professeur(s) responsable(s)A.DUENAS
Intervenant(s)Pierre-André BOUTRY

Pré requis

Business strategies
Basic transport knowledge (Incoterm, basic customs rules)
Having made a practice in a company as an executive, or executive trainee
Experienced business meetings with people outside the company (customer, supplier, agent, group meetings)

Objectifs du cours

At the end of the course, the student should be able :
Know how to start a research for new suppliers
Undestand how purchasing strategy is essential for a company to be performent
Take into account what is included in the price they are given to take decisions
Include the general company strategy when negotiating with a supplier
Prepare a business trip in accordance the the places they have to visit (culture, habits, local events, food,…)
Go by themselves to other departments of the company to get strategic information
Behave with other department's colleagues to defend their actions and prepare their negotiations
Learn to have an attitude that makes business easy for your suppliers and be able to ask them more
Communicate with suppliers on an efficient way, going beyond words to avoid misunderstanding risks

Contenu du cours

Case study during the whole lecture
Calculate complete industrial cost of an item
Compare proposals from different suppliers and prepare negotiations
Simulation of negociations with suppliers
Simulation of reporting with the CEO
Elaborate alternate solutions when environment is suddenly modified
Give the suppliers all clear instructions to respect the marking and packing requirements
Summerise in details all the steps of sourcing strategy from designer sketch to after-sell services
Anticipate critical points in the process

Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Face to face
Interactive class6,00  
PBL class8,00  
Independent work
Research10,00   Finding information for the written assignment
Independent study
Estimated personal workload20,00   Students will have one month to hand in the written assignment
Charge de travail globale de l'étudiant46,00  

Méthodes pédagogiques

  • Presentation
  • Seminar
  • Interactive class
  • Case study


Assessment will be based on course participatation, small group work, creativity of ideas
Presentation of the decision will be noted according to reflexion and reactivity more than of mathematical results
Final exam will be assessement to make after the course

Type de ContrôleDuréeNombrePondération
Continuous assessment
Written Report0,00150,00
TOTAL     100,00


  • Operation management. Thenth edition. Jay Heizer, Barry Render -

  • Supply chain management. Rémy Le Moigne. Ed. Dunod -

* Informations non contractuelles et pouvant être soumises à modification
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