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Published by:
IMD (2019)
Revision date:
2 pages
Data source:
Generalised experience


This is the second part of the team-to-team interaction negotiation between Jean Bernard, a national account manager in the Hygiene division of Clarabec France and Maurice Charles, the national buyer at Big Mall. If both parties successfully reached a deal in the first part negotiations, Jean Bernard is given the chance to strike a post-deal deal that provides additional opportunity to strengthen the long-term relationship between the Clarabec France and Big Mall. Jean Bernard can push for the Saturday deliveries in response to Maurice Charles' request for expanding to Romania together.


Strategy; Negotiation; Supplier; Supplier relationship; Business to business; Procurement; Value creation; Negotiation process; Sales management; Information management; Power distribution; Operation

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