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Compact case
Published by: IE Business School
Originally published in: 2014
Version: 14 April 2010

Abstract

This is a Spanish version. This is part of a case series. This is a practical case which shows the kind of negotiation that includes a complaint or claim from one part to the other. The main objective is to secure in students the lesson of how a negotiation may be an exchange, and how useful it is to overcoming prejudices about rules that supposedly regulate relations among customers and suppliers.

Time period

The events covered by this case took place in 2010.

Geographical setting

Region:
Europe
Country:
Spain

Featured company

Anonymous company no. 1
Industry:
Ophthalmology

About

Abstract

This is a Spanish version. This is part of a case series. This is a practical case which shows the kind of negotiation that includes a complaint or claim from one part to the other. The main objective is to secure in students the lesson of how a negotiation may be an exchange, and how useful it is to overcoming prejudices about rules that supposedly regulate relations among customers and suppliers.

Settings

Time period

The events covered by this case took place in 2010.

Geographical setting

Region:
Europe
Country:
Spain

Featured company

Anonymous company no. 1
Industry:
Ophthalmology

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