Mega Solutions Negotiation: Roleplay Instructions for the Account Manager of IT Team, Ecomart

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Case

Reference no. 123-0123-1B

Subject category: Finance, Accounting and Control

Authors: Lum Kit-Wye (Nanyang Business School (NBS), Nanyang Technological University)

Published by: Asian Business Case Centre

Originally published in: 2023

Version: 28 November 2022

Length: 6 pages

Data source: Generalised experience

Topics: Communication; Negotiation

Share a link: https://casecent.re/p/195185

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Abstract

This is part of a case series. This case is a 2-party deal-making negotiation regarding the sale and purchase of IT solutions involving hardware, software and maintenance services. The focus is on the practical application of interest-based negotiation theory and concepts. The facts of the case provide multiple opportunities for generating creative solutions and employing strategic communication techniques. The case is also designed to illustrate the use of alternatives and BATNA as objective and realistic measures of negotiation success.