“In business as in life, you don’t get what you deserve, you get what you negotiate”
Dr. Chester L. Karrass, Author of Effective Negotiating

In the era of globalization, global sourcing has become a standard practice for companies worldwide. This involves contracting activities to specialized suppliers across the globe. As companies navigate this interconnected landscape, negotiation becomes key for securing needed inputs. This course addresses the challenges inherent in sourcing to and from global supply markets. Simultaneously, this course equips students with essential skills in business-to-business (B2B) negotiation strategies and tactics.

By enrolling, students will acquire a profound understanding of B2B negotiation dynamics and develop the expertise to negotiate effectively, reaching specific goals in the global sourcing context.

• Session 1: Introduction to strategic sourcing and purchasing 
• Session 2: Emerging market sourcing and corporate responsibility in global sourcing
• Session 3: Digitalization and Procurement
• Session 4: Negotiation: Setup
• Session 5: Negotiation: Deal Design
• Session 6: Negotiation: Tactics
• Session 7: Exam 

Attendance is required in all sessions. Absence in one session is tolerated if a reasonable excuse is given before the session. 

If a student is absent in the first session (without proper excuse BEFORE the session) he/she will be unregistered from the course. 

Exam (individual) - 50%

Classroom presentation grade (group) - 10%

Written negotiation reflection (individual) - 25%

Individual classroom participation - 15%

The following grading scheme is applied:

• 4: 60%
• 3: 70%
• 2: 80%
• 1: 90%

As soon as a partial performance has been handed in, there is always a grade at the end of the course - even if the student leaves the course at a later date.