BPM3102 Relationship Management and Negotiations

Good Negotiation is one aspect that ensures good relationships between the two parties and enables their needs to be met and fulfilled. This therefore calls for careful acquisition of knowledge in negotiation and the necessary skills in order to ensure that effective negotiation is undertaken.

Course Objectives  
This course is intended to

• Help students know the different relationships in supply chain management
• Help students be able to identify the fundamental features of effective relationship management
• Help students Identify the critical skills essential for negotiation of procurement contracts
• Help students Manage relationships and negotiations

Learning Outcomes 
By the end of this course, the learner should be able to

• Describe the basic concepts of negotiation
• Evaluate the role of effective negotiation in Procurement
• Design applicable and relevant solutions to challenges and problems of negotiation
• Assess the impact of external environmental factors on the negotiation process