SCM3303 - Negotiation Analysis in Supply Chain Management

Year of Study:3
Credit Units: 3
Duration: 45hours
Prerequisites: MGT1002 Principles of Management
Module Description
Relationship is essential in today\'s business context, particularly when managing supply chain. As well as one-off negotiations, relationship in the SCM context often involves long-term relationships.

This module is designed for students to gain a thorough understanding of negotiation and to analyse different negotiation structures. The course is divided into three parts. The first part covers the fundamental concepts of negotiations. The second part focuses on negotiation in SCM context. The third part addresses a variety of strategies, and approaches to negotiation and to build a positive relationship. Negotiation simulations and reading exercises are used, and students are expected to prepare prior to lectures.
Learning Outcomes
Upon completion of this module, students should be able to:

  1. describe the nature and key concepts of supply chain relationship, negotiation;

  2. describe the various negotiation strategies and tactics;

  3. make use of effective strategies and tactics in the relationship management negotiation process; and

  4. beware of ethics issues in the SCM context.