Product details

In January 1989 the Brazilian air force awarded IMP. Group Limited of Canada a multimillion dollar contract to re-engine a dozen of its Tracker aircraft with Pratt & Whitney engines. IMP won the bid against only one competitor, the US-based Grumman Aerospace, the makers of the aircraft. The case materials present the actual considerations and personnel involved in the contract negotiation and give students the opportunity to prepare and carry out negotiations based on a real-life event. The exercise is appropriate for use in international marketing, international business and cross-cultural and comparative management courses. The case provides an interesting negotiation because it is a technical challenge, there is only one competitor, and the material illustrates a clear cross-cultural bias. The case is divided into three parts - the general case (591-024-1), to be read by both teams, and role-play materials for each team (591-025-1 and 591-026-1). A background note (591-024-5) on the industry is also available. It is very important that the teams do not receive copies of the material given to the other side.