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Compact case
Subject category: Marketing
Authors: Kamran Kashani
Published by: International Institute for Management Development (IMD)
Originally published in: 2010
Version: 14.04.2014
Revision date: 12-Jul-2016
Length: 3 pages
Data source: Field research

Abstract

This is part of a case series. This case is the final instalment in the SKF series describing the meeting between Steelcorp and SKF representatives and the ensuing price negotiation. The case describes how two opposing initial positions converged towards a contract that met most of both parties' objectives.
Location:
Size:
USD8.2 billion

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Abstract

This is part of a case series. This case is the final instalment in the SKF series describing the meeting between Steelcorp and SKF representatives and the ensuing price negotiation. The case describes how two opposing initial positions converged towards a contract that met most of both parties' objectives.

Settings

Location:
Size:
USD8.2 billion

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