Clarabec vs Big Mall: Confidential Instructions for Jean Bernard (B)

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Compact case

Clarabec vs Big Mall: Confidential Instructions for Jean Bernard (B)

Case

Reference no. IMD-7-2148

Subject category: Strategy and General Management

Authors: Sameh Abadir (International Institute for Management Development (IMD)); Karine Avagyan (International Institute for Management Development (IMD))

Published by: International Institute for Management Development (IMD)

Originally published in: 2019

Version: 26.11.2019

Length: 2 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 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.