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Case Study

Clarabec vs. Big Mall: Confidential instructions for Maurice Charles (B)

By Sameh Abadir and Karine Avagyan

2 pages

November 2019

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Reference: IMD-7-2150

This is the second part of the team-to-team interaction negotiation between Jean Bernard, a national account manager in the Hygiene division of Clarabec France and Maurice Charles, the national buyer at Big Mall. If both parties successfully reached a deal in the first part negotiations, Maurice Charles is given the chance to strike a post-deal deal that provides additional opportunity to strengthen the long-term relationship between the Clarabec France and Big Mall. Maurice Charles can push for expanding to Romania together in response to Jean Bernard’s request for the Saturday deliveries.

Learning Objective

Think of negotiating a deal as a package rather than list of independent issues/points.
Learn to prepare and prioritize interest.
Think of creating options that create additional value for both parties.

Keywords

Supplier, Supplier Relationship, Business to Business, Procurement, Value Creation, Negotiation Process, Sales Management, Power Distribution, Operation

Type

Generalized Experience

Available Languages

English

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