Clarabec vs Big Mall: Confidential Instructions for Maurice Charles (A)

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Case

Reference no. IMD-7-2149

Subject category: Strategy and General Management

Authors: Sameh Abadir; Karine Avagyan

Published by: International Institute for Management Development (IMD)

Originally published in: 2019

Version: 26.11.2019

Revision date: 16-Dec-2019

Length: 6 pages

Data source: Generalised experience

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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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.