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Prize winner
Role-play
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Reference no. 816-0002-1B
Subject category: Entrepreneurship
Authors: Horacio Falcão (INSEAD); Kriti Jain (IE Business School (Instituto de Empresa S.L)); Heather Grover (INSEAD)
Published by: INSEAD
Originally published in: 2016
Version: 04/2021
Revision date: 4-May-2021
Length: 8 pages
Data source: Published sources
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
Share a link: https://casecent.re/p/132000
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Abstract

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.

Geographical setting

Region:
World/global
Teaching note
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Reference no. 816-0002-8
Subject category: Entrepreneurship
Authors: Horacio Falcão (INSEAD); Heather Grover (INSEAD)
Published by: INSEAD
Originally published in: 2016
Version: 02.2020
Length: 26 pages
Data source: Published sources
View full details
Role-play
-
Reference no. 816-0002-1
Subject category: Entrepreneurship
Authors: Horacio Falcão (INSEAD); Kriti Jain (IE Business School (Instituto de Empresa S.L)); Heather Grover (INSEAD)
Published by: INSEAD
Originally published in: 2016
Version: 04/2021
Revision date: 4-May-2021
Length: 11 pages
Data source: Published sources
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
View full details
Role-play
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Reference no. E816-0002-1B
Spanish language
Subject category: Entrepreneurship
Authors: Horacio Falcão (INSEAD); Kriti Jain (IE Business School (Instituto de Empresa S.L)); Heather Grover (INSEAD)
Published by: INSEAD
Originally published in: 2021
Version: 04/2021
Length: 9 pages
Data source: Published sources
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
View full details
Role-play
-
Reference no. J816-0002-1B
Japanese language
Subject category: Entrepreneurship
Authors: Horacio Falcão (INSEAD); Kriti Jain (IE Business School (Instituto de Empresa S.L)); Heather Grover (INSEAD)
Published by: INSEAD
Originally published in: 2021
Version: 06/2021
Length: 8 pages
Data source: Published sources
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
View full details

About

Abstract

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.

Settings

Geographical setting

Region:
World/global

Related

Teaching note
-
Reference no. 816-0002-8
Subject category: Entrepreneurship
Authors: Horacio Falcão (INSEAD); Heather Grover (INSEAD)
Published by: INSEAD
Originally published in: 2016
Version: 02.2020
Length: 26 pages
Data source: Published sources
View full details
Role-play
-
Reference no. 816-0002-1
Subject category: Entrepreneurship
Authors: Horacio Falcão (INSEAD); Kriti Jain (IE Business School (Instituto de Empresa S.L)); Heather Grover (INSEAD)
Published by: INSEAD
Originally published in: 2016
Version: 04/2021
Revision date: 4-May-2021
Length: 11 pages
Data source: Published sources
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
View full details
Role-play
-
Reference no. E816-0002-1B
Spanish language
Subject category: Entrepreneurship
Authors: Horacio Falcão (INSEAD); Kriti Jain (IE Business School (Instituto de Empresa S.L)); Heather Grover (INSEAD)
Published by: INSEAD
Originally published in: 2021
Version: 04/2021
Length: 9 pages
Data source: Published sources
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
View full details
Role-play
-
Reference no. J816-0002-1B
Japanese language
Subject category: Entrepreneurship
Authors: Horacio Falcão (INSEAD); Kriti Jain (IE Business School (Instituto de Empresa S.L)); Heather Grover (INSEAD)
Published by: INSEAD
Originally published in: 2021
Version: 06/2021
Length: 8 pages
Data source: Published sources
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
View full details
Awards, prizes & competitions
2020 - The Case Centre Awards - Category winner
Extra information