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Our Degree Programs
Establishment
Language of instruction
English
Teaching content
NEGOTIATION
Training officer(s)
C.CHEN
Stakeholder(s)
Dr Marcos Javier
Présentation
Prerequisite
Students will need to have a good commmand of English as simulations and excercises will be conducted in this language. Knowledge and pre-requisites include
- Communication skills
- Ability to work with others
- Basic analytical skills
- Experience with action leaning methodologies
- Communication skills
- Ability to work with others
- Basic analytical skills
- Experience with action leaning methodologies
Goal
At the end of the course the student should be able to :
- Define different types of collaborative customer-supplier arrangements
- Devise a supplier management porfolio
- Match customer management strategies with supplier management strategies
- Formulate value co-creation methods in business and in consumer markets
- Define different types of collaborative customer-supplier arrangements
- Devise a supplier management porfolio
- Match customer management strategies with supplier management strategies
- Formulate value co-creation methods in business and in consumer markets
Presentation
1. Supplier management stragegies
2. Customer management portfolios
3. Collaboration and competition in supply chains
4. Value Co-creation methods
2. Customer management portfolios
3. Collaboration and competition in supply chains
4. Value Co-creation methods
Modalités
Organization
| Type | Amount of time | Comment | |
|---|---|---|---|
| Présentiel | |||
| Cours interactif | 16,00 | The course will feature a number of action learning elements, thus the denomination interactive course reflects well the nature of the programme | |
| Autoformation | |||
| Lecture du manuel de référence | 6,00 | The tutor will select readings to complement he course materials. | |
| E-Learning | 4,00 | ||
| Recherche | 4,00 | ||
| Travail personnel | |||
| Charge de travail personnel indicative | 10,00 | ||
| Overall student workload | 40,00 | ||
Evaluation
1. PARTN Participation and contribution in class 20% (continuous assessment)
2. IPROJ Individual assessment of negotiation exercises 40%
3. MCQ Multiple choice questions at the final exam 40%
2. IPROJ Individual assessment of negotiation exercises 40%
3. MCQ Multiple choice questions at the final exam 40%
| Control type | Duration | Amount | Weighting |
|---|---|---|---|
| Contrôle continu | |||
| Participation | 16,00 | 1 | 20,00 |
| Exercices | 2,00 | 2 | 40,00 |
| Examen (final) | |||
| Examen écrit | 1,00 | 1 | 40,00 |
| TOTAL | 100,00 | ||
Ressources
Bibliography
Lemmens, R., Donaldson, B., Marcos, J. (2014) From Selling to Co-creating. BIS Publishers, Amsterdam -
Burnes, Bernard; Dale, ?B. G.(1998), Working in Partnership: Best Practice in Customer-supplier Relations. Gower, Aldershot, UK -
Christoph Senn, Axel Thoma, George S. Yip (2012) Customer-Centric Leadership: How to manage strategic customers as assets in B2B Markets, California Management Review vol 55, No. 3. p.27-59. Available at http://journals.sagepub.com/doi/pdf/10.1525/cmr.201 -
Lambert, Douglas M., and A. Michael Knemeyer. "We're in this together." Harvard business review 82.12 (2004): 114-124. -
Burnes, Bernard; Dale, ?B. G.(1998), Working in Partnership: Best Practice in Customer-supplier Relations. Gower, Aldershot, UK -
Christoph Senn, Axel Thoma, George S. Yip (2012) Customer-Centric Leadership: How to manage strategic customers as assets in B2B Markets, California Management Review vol 55, No. 3. p.27-59. Available at http://journals.sagepub.com/doi/pdf/10.1525/cmr.201 -
Lambert, Douglas M., and A. Michael Knemeyer. "We're in this together." Harvard business review 82.12 (2004): 114-124. -
Internet resources