Subject category:
Marketing
Published by:
INSEAD
Length: 3 pages
Data source: Field research
Share a link:
https://casecent.re/p/8225
Write a review
|
No reviews for this item
This product has not been used yet
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?
Subject category:
Marketing
Published by:
INSEAD
Length: 13 pages
Data source: Field research
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
Related
Subject category:
Marketing
Published by:
INSEAD
Length: 13 pages
Data source: Field research