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Published by:
IMD (2019)
Version:
26.11.2019
Revision date:
16-Dec-2019
Length:
6 pages
Data source:
Generalised experience

Abstract

This is a 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. They have to renegotiate the annual contract, that includes seven key issues: quantity discounts, terms of payment, promotional discounts, cooperative advertising, shelf space, new product acceptance and end-of-isle display.

Topics

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

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