The module aims:
To provide an integrative understanding of the role and objectives of the purchasing function and its complex inter- and intra-organisational relationships that contribute to sustained commercial success and maximisation of competitive advantage;
To prepare students with the skills and strategies to understand cultural differences in different countries, to resolve conflict and develop a lasting business relationship both domestically and internationally.

(LO1) Students will be able to define, describe and evaluate purchasing strategy options.

(LO2) Students will be able to elucidate how cultural differences can impact on business negotiations.

(LO3) Students will be able to demonstrate a critical understanding of the objectives of the purchasing function and its strategic relationships, both internal and external to the organisation.

(LO4) Students will be able to demonstrate a critical understanding of the specifics of managing a purchasing team in international contexts.

(LO5) Students will be able to assess and apply leading best practice purchasing techniques and strategies within different sectors.

(LO6) Students will be able to critically analyse key issues in international purchasing and sourcing in emerging economies, particularly China, and analyse problems and issues that arise when negotiating in an international context.

(S1) Problem-solving skills

(S2) Commercial Awareness

(S3) Communication skills

(S4) IT skills

(S5) International Awareness

(S6) Lifelong Learning skills

(S7) Ethical Awareness

(S8) Teamwork

Teaching Method 1: Lecture
Scheduled Directed Student Hours: 24
Description: Lectures and interactive workshops will introduce, explore and critique current theory and professional practice. Teaching will be based on theories of culture, negotiation and ethics, taught in a seminar format with extensive case study material being used, along with a number of negotiation simulations.
A range of journals, texts, online videos and opinion pieces will be used as a basis for further reading/study to extend application of theory to a range of sectors. References to new research will expose students to state-of-the-art developments.
Attendance Recorded: Yes

Teaching Method 2: Tutorials
Scheduled Directed Student Hours: 12
Description: Workshops will develop students’ skills of critical analysis and strategic thinking. Workshops covering case studies, problem solving and group work will link theory and practice and develop students’ skills in collab orative teamwork and communication.
Attendance Recorded: Yes

Teaching Method 3: Self-Directed Learning
Unscheduled Directed Student Hours: 114
Description: Students are expected to consult a variety of resources as background and supplementary reading, including the relevant parts of the recommended texts, and state-of-the-art journal articles. These resources will be accessible via the library. Students will also be expected to identify their own resources by undertaking a literature search as part of the module assessment. Students are advised to follow the lecture notes for the module. Tutorial questions and problems should be attempted before attending the tutorial sessions. Suggested outline answers and solutions will be provided.

Skills Mapping

Skill: Problem-solving skills
How is it developed: Through research and case studies in order to resolve competing tensions in purchasing strategies.
How is it assessed (if applicable): Coursework

Skill: Communication skills
How is it developed: By debating purchasing challenges from a range of perspectives, by engaging with case studies and report writing.
How is it assessed (if applicable): Coursework

Skill: IT skills
How is it developed: Through on-line research to undertake assigned work.
How is it assessed (if applicable): Coursework

Skill: International Awareness
How is it developed: Through studying cases from different countries to highlight how negotiation is influenced by culture and different regulatory regimes.
How is it assessed (if applicable): Coursework

Skill: Lifelong Learning skills
How is it developed: Preparation and research processes for in-class exercises and module assignments.
How is it assessed (if a pplicable): Coursework

Skill: Ethical Awareness
How is it developed: Through understanding the challenges presented by sustainable procurement.
How is it assessed (if applicable): Coursework

Skill: Teamwork
How is it developed: Through opportunities to solve problems in teams.
How is it assessed (if applicable): Coursework

Purchasing as a strategic resource;
Supply base segmentation and sourcing strategies;
Supply networks and consortia;
Managing internal and external relationships;
Power, trust and conflict in buyer-seller relationships;
Supplier performance evaluation;
Sustainable procurement;
Contract principles and contract law;
Public sector procurement;
Purchasing ethics and professional behaviour;
Negotiation principles;
Negotiation variables and strategies;
Political, social and cross-cultural aspects of negotiation.