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2021/2022 DIP-DSCHO1007U Negotiation & Relationship Management
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| Negotiation & Relationship Management |
Course information |
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| Language | English |
| Course ECTS | 5 ECTS |
| Type | Mandatory |
| Level | Graduate Diploma |
| Duration | One Semester |
| Start time of the course | Spring |
| Timetable | Course schedule will be posted at calendar.cbs.dk |
| Max. participants | 40 |
| Study board |
Study Board for Graduate Diploma in Business Administration
(part 2)
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| Course coordinator | |
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| Study administration for GD SCM: HDSCM@cbs.dk | |
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| Last updated on 15-12-2021 | |
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| Course content, structure and pedagogical approach | ||||||||||||||||||||||
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The content of the course is motivated by the fact that an increasing proportion of value creation takes place in strategic business relationships. In particular, well-functioning relationships with the most important suppliers and the most important business customers are highly important to any companies.
The primary focus of the course is the management and development of strategic buyer-supplier relationships.
The course provides a fundamental introduction to buyer-supplier relationships. The course explores the key components of buyer-supplier relationships, and course participants will learn how buyer-supplier relationships can be analysed, managed and developed.
Specifically the course provides a deep understanding of the factors that influence the functioning of buyer-supplier relationships. Value, Power/dependence, trust and attractiveness are some of the core factors that are addressed in the course. The course also provides a fundamental introduction to key aspects and theories on negotiation in business-to-business relationships. |
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| Description of the teaching methods | ||||||||||||||||||||||
| This course relies on a diversity of teaching methods including case-based and literature-based discussions, student presentations, and traditional lecturing where appropriate. Active student participation, including presentations, is required. | ||||||||||||||||||||||
| Feedback during the teaching period | ||||||||||||||||||||||
| Feedback is provided via dialog and interaction
in workshops. Peer feedback is also provided as an integrated part
of case-analysis and presentation.
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| Further Information | ||||||||||||||||||||||
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For further information, please contact the Department of Operations Management Studieadministrator: Gitte Østergaard goe.om@cbs.dk Course responsible: Florian Kock fk.marktg@cbs.dk
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| Expected literature | ||||||||||||||||||||||
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Course literature consist of cases and academic papers: Examples: Almquist, E., Cleghorn, J. and Sherer, L. (2018) ‘The B2b Elements of Value’, Harvard Business Review, 96(2), pp. 72–81. Cox, A (2001), 'Understanding Buyer and Supplier Power: A Framework for Procurement and Supply Competence', Journal of Supply Chain Management, 37, 2, pp. 8-15. Ellegaard, C., Vollmann, T., & Cordon, C. (2002), Freqon – Buyer-Supplier Evolution?, IMD – International Institute for Management Development, Lausanne, Switzerland, pp. 1-13. Hald, K.S., Cordon, C. and Vollmann, T.E. (2009), Towards an understanding of attraction in buyer–supplier relationships, Industrial Marketing Management, Vol. 38, pp. 960-970 Monczka, R. M., Handfield, R. B., Giunipero, L. C., & Patterson, J. L. (2016). “Negotiation and conflict management”, Chapter 13, in: Purchasing and supply chain management. Cengage Learning, pp. 497-534.(book chapter) Wheeler, M. A. (2014) ‘Negotiation Analysis: An Introduction’, Harvard Business School Cases, pp. 1-16. |
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