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Compact case
Case
-
Reference no. IMD-7-2148
Subject category: Strategy and General Management
Authors: Sameh Abadir; Karine Avagyan
Published by: Institute for Management Development (IMD)
Originally published in: 2019
Version: 26.11.2019
Revision date: 16-Dec-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.
Case
-
Reference no. IMD-7-2147
Subject category: Strategy and General Management
Authors: Sameh Abadir; Karine Avagyan
Published by: 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
View full details
Case
-
Reference no. IMD-7-2149
Subject category: Strategy and General Management
Authors: Sameh Abadir; Karine Avagyan
Published by: 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
View full details
Compact case
Case
-
Reference no. IMD-7-2150
Subject category: Strategy and General Management
Authors: Sameh Abadir; Karine Avagyan
Published by: Institute for Management Development (IMD)
Originally published in: 2019
Version: 26.11.2019
Revision date: 16-Dec-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
View full details

About

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.

Related

Case
-
Reference no. IMD-7-2147
Subject category: Strategy and General Management
Authors: Sameh Abadir; Karine Avagyan
Published by: 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
View full details
Case
-
Reference no. IMD-7-2149
Subject category: Strategy and General Management
Authors: Sameh Abadir; Karine Avagyan
Published by: 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
View full details
Compact case
Case
-
Reference no. IMD-7-2150
Subject category: Strategy and General Management
Authors: Sameh Abadir; Karine Avagyan
Published by: Institute for Management Development (IMD)
Originally published in: 2019
Version: 26.11.2019
Revision date: 16-Dec-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
View full details