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Published by:
INSEAD (2016)
Version:
02.2020
Length:
11 pages
Data source:
Published sources

Abstract

This is part of a case series. This is a 1-on-1 first interaction negotiation between John, a senior sales manager of high-end, state-of-the-art laptops (Boost computers), and Cindy, a procurement manager of a business consulting firm. Cindy has invited John to discuss his proposal to sell 50 of the latest technology computers.

Topics

B2B negotiation; Sales negotiation; Pricing negotiation; Procurement negotiation; Negotiation under time pressure; Managing information asymmetry; Value discovery; Value creation; Value claiming; Alternatives and power perception
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2020 - The Case Centre Awards - Category winner

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