Subject category:
Marketing
Published by:
International Institute for Management Development (IMD)
Version: 14.04.2014
Revision date: 12-Jul-2016
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.
About
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.