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IESEG School of Management ( IÉSEG )

Code Cours :



Niveau Année de formation Période Langue d'enseignement 
Professeur(s) responsable(s)J.RAMIREZ
Intervenant(s)Jimena RAMIREZ Pierre Andre BOUTRY

Pré requis

This course is designed for students that are particularly interested in purchasing. A prior basic understanding of negotiation is desired (e.g. by having taken the Practical Negotiationg Skills course) or prior experience in negotiation.

Objectifs du cours

The main objective of this elective is to understand purchasing and negotiation processes in the industry.
• Understand the process of purchasing in the textile industry
• Undertand the technical forms such as the set of specifications (cahier de charge)
• Negotiate with suppliers in a cross cultural environment
• Develop a basis for relationship develoment overcoming cultural differences
• Negotiate with quality control agencies
• Manage conflict with a supplier
• Negotiate internally for the product distribution

Contenu du cours

This course is developed and delivered by one academic professor and one experienced practitioner.
It will focus on the integration between negotation theory, cultural theory and the purchasing practice.
The course will include real product specifications, materials, samples.
Students will engage in tailor made negotiation expercises adapted to purchasing in the textile industry (eg. suppliers, quality control agencies, internal negotiation).
Most of the course content and material will be based on real negotiations.

Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Face to face
Interactive class16,00  
Independent work
Reference manual 's readings5,00  
Independent study
Group Project15,00  
External teaching source
Charge de travail globale de l'étudiant50,00  

Méthodes pédagogiques

  • Research
  • Visits/fields trips
  • Project work
  • Interactive class
  • Case study
  • Tutorial


Evaluation as follows:
Students will be graded on their planning for negotiation and final paper.

Type de ContrôleDuréeNombrePondération
Continuous assessment
Group Project20,00140,00
Written Report15,00130,00
TOTAL     100,00


  • Negotiation, Lewicki et al.. -

  • Research Methods for Business Students, Saunders et al. -

  • Negotiating Globally, Brett -

  • Getting to Yes, Ury & Fisher -

Ressources internet

* Informations non contractuelles et pouvant être soumises à modification
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