Product details

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Subject category: Marketing
Authors: Miklos Sarvary
Published by: INSEAD
Published in: 2002
Length: 13 pages
Data source: Field research

Abstract

This is part of a case series. Oberthur Card Systems is negotiating with a large telecom buying group for the supply of SIM cards for year 2002. They compete with other suppliers and the issue is clearly price in a commodity-like market. How should they formulate their proposal to minimise the time and attention devoted to the pricing issue during the negotiation sessions?
Location:
Industry:
Size:
Few thousand employees
Other setting(s):
2000-2002

About

Abstract

This is part of a case series. Oberthur Card Systems is negotiating with a large telecom buying group for the supply of SIM cards for year 2002. They compete with other suppliers and the issue is clearly price in a commodity-like market. How should they formulate their proposal to minimise the time and attention devoted to the pricing issue during the negotiation sessions?

Settings

Location:
Industry:
Size:
Few thousand employees
Other setting(s):
2000-2002

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