Programme And Module Handbook
Course Details in 2019/20 Session

If you find any data displayed on this website that should be amended, please contact the Curriculum Management Team.

Module Title LI Managing in B2B Markets: Contracts, Negotiation and Conflict Resolution
SchoolBirmingham Business School
Department Birmingham Business School
Module Code 07 19393
Module Lead Dr Christopher Lonsdale
Level Intermediate Level
Credits 10
Semester Semester 1
Restrictions None
Contact Hours Guided independent study-74 hours
Tutorial-4 hours
Lecture-22 hours
Total: 100 hours

The importance of being able to effectively manage supply inputs varies between organisations. Financial institutions, for example, rely relatively little on their suppliers. For engineering companies like Rolls-Royce, IT vendors like IBM and the supermarket giants like Tesco however, the effective management of suppliers is critical to the entire operation of the firm. The quality, technology, cost and delivery performance of their suppliers has a critical and far-reaching impact upon their ability to meet the challenges of their competitors and the demands of their customers.

The module is organised in accordance with the different stages of the contracting and negotiation process - from the specification to the development activities that might occur during the contractual period. To discuss the challenges that the process delivers to managers, the module accesses a range of different literatures: strategic management, organisational buying behaviour, information economics, decision theory, inter-organisational relations, behavioural economics, institutional economics and conflict theory. Whilst being heavily theoretical, the module also accesses considerable case evidence, much of it obtained by the lecturer during his own research efforts.

Learning Outcomes

By the end of the module the student should be able to:

  • demonstrate comprehensive knowledge and understanding of managing the contracting and negotiation process, namely value for money, and how it links to the strategic posture of the organisation;
  • explain the standard contracting and negotiation process;
  • analyse the economic concepts that are relevant to the different stages of the process;
  • apply the concepts to real-life business and public sector situations;
  • develop a complete demand management and supply management plan for an area of expenditure.
Assessment 19393-02 : Coursework : Coursework (100%)
Assessment Methods & Exceptions Assessment: 1 x 2500 word project
Reassessment: Re-submission of 2,500 word project
Reading List