Business and technology qualifications, Levels 3-6, in Brussels. Explore qualifications
Portal login
Level 7 Diploma in Logistics and Supply Chain Management

Commercial Negotiation Strategies

LSC703 · Procurement and Supply Management — Week 7 of 16

CourseLSC703
Week7 of 16
SemesterI
TutorOnline in the course chat

This week’s topics

Commercial Negotiation Strategies

  1. Integrative versus distributive negotiation
  2. BATNA and ZOPA analysis
  3. Tactical concession planning
  4. Stakeholder influence and persuasion techniques
  5. #28 Negotiation Supply Management | Strategic Sourcing
  6. #29 Planning for Negotiation | Strategic Sourcing
  7. Conducting Effective Negotiations

What you will be able to do

  • 3.2 Compare the types of approaches that can be pursued in commercial negotiations.
  • 3.3 Evaluate the main methods that can influence the achievement of desired outcomes in a negotiation.

Activity

Start with this week’s 3 videos, then: Seminar, guided reading and a short written task: compare the types of approaches that can be pursued in commercial negotiations.

Study materials

Videos

  • Conducting Effective Negotiations · YouTube · Stanford Graduate School of Business · 69 min · for registered students
  • Business Negotiation Strategies | International Management | From A Business Professor · YouTube · Business School 101 · 9 min · for registered students
  • Distributive vs. Integrative Bargaining - Organizational Psychology Lecture 15.7 · YouTube · Professor Q · 4 min · for registered students
  • Masterclass - The art and science of negotiation · YouTube · Saïd Business School, University of Oxford · 11 min · for registered students
  • Negotiation Strategies: to achieve mutual agreements · YouTube · Galton College · 16 min · for registered students

Further resources

  • Organizational Behavior, ch. 14.4: Negotiation behaviour · PDF · OpenStax, textbook chapter; pp. 406–422 · for registered students
  • Increasing Integrative Negotiation in European Organizations Through Trust · Reading · Reading, article · for registered students
Materials marked “for registered students” open in the student portal, which is set up as soon as you receive final acceptance.
Week 6Midterm
Course chat

Admitted students ask questions on this week’s page in the student portal: an AI assistant trained on the course answers first, and during the course’s timetabled classes Connect to your tutor brings your tutor into the chat, who may start a call if needed.

Open this week in the portal
Course plan
  • Week 1: Strategic Procurement and Organizational Design
  • Week 2: Procurement Governance and Strategic Sourcing
  • Week 3: Cost and Price Estimation Techniques
  • Week 4: Tendering Processes and Supplier Evaluation
  • Week 5: Procurement Technology and Digital Enablers
  • Week 6: Commercial Contracting Frameworks
  • Week 7: Commercial Negotiation Strategies
  • Midterm: Midterm evaluation
  • Week 9: Supply Portfolio Analysis and Segmentation
  • Week 10: Supplier Relationship Management and Performance
  • Week 11: Contract Governance and Commercial Conflict Resolution
  • Week 12: Applying Procurement and Supply Management in practice: cas…
  • Week 13: Assignment workshop: research, planning and referencing
  • Week 14: Assignment workshop: drafting, feedback and improvement
  • Week 15: Review and coursework completion
  • Final: Final assessment and submission
Back to the course
Scroll