Subject category:
Economics, Politics and Business Environment
Published in:
1990
Length: 4 pages
Data source: Generalised experience
Share a link:
https://casecent.re/p/23492
Write a review
|
No reviews for this item
This product has not been used yet
Abstract
This case outlines price and delivery negotiations between a Yugoslavian manufacturer of industrial equipment and a Soviet customer. A conflict exists between high price sales to the Soviet customer and lower price sales to an Italian partner who is paying less but is a crucial source of up-to-date technology. Teaching objectives are to foster awareness of cultural differences in negotiations and the complexity of multinational business relationships.
Subject category:
Economics, Politics and Business Environment
Published in:
1990
Length: 5 pages
Data source: Generalised experience
About
Abstract
This case outlines price and delivery negotiations between a Yugoslavian manufacturer of industrial equipment and a Soviet customer. A conflict exists between high price sales to the Soviet customer and lower price sales to an Italian partner who is paying less but is a crucial source of up-to-date technology. Teaching objectives are to foster awareness of cultural differences in negotiations and the complexity of multinational business relationships.
Settings
Related
Subject category:
Economics, Politics and Business Environment
Published in:
1990
Length: 5 pages
Data source: Generalised experience