Value selling at SKF Service (C): Meeting John Elliot
The 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.
This final case highlights the power of value selling in a tough price/cost conscious buying environment. The case is also an example of skilful negotiation towards a win-win outcome for both buyer and seller. Before using the case the instructor can simulate the price negotiation between two volunteering students playing Seelcorp and SKF respectively. Students observing the negotiation can then compare and contrast the simulated negotiation what actually happened as described in the (C) case for additional insights into effective negotiation.
Cranfield University
Wharley End Beds MK43 0JR, UK
Tel +44 (0)1234 750903
Email [email protected]
Harvard Business School Publishing
60 Harvard Way, Boston MA 02163, USA
Tel (800) 545-7685 Tel (617)-783-7600
Fax (617) 783-7666
Email [email protected]
NUCB Business School
1-3-1 Nishiki Naka
Nagoya Aichi, Japan 460-0003
Tel +81 52 20 38 111
Email [email protected]
IMD retains all proprietary interests in its case studies and notes. Without prior written permission, IMD cases and notes may not be reproduced, used, translated, included in books or other publications, distributed in any form or by any means, stored in a database or in other retrieval systems. For additional copyright information related to case studies, please contact Case Services.
Research Information & Knowledge Hub for additional information on IMD publications
- Value selling at SKF Service (A): Tough buyer confronts strategy
- Value selling at SKF Service (B): Facing a tough buyer
- Value selling at SKF Service (C): Meeting John Elliot
- Value selling at SKF Service (A): Tough buyer confronts strategy
- Value selling at SKF Service (B): Facing a tough buyer
- Value selling at SKF Service (C): Meeting John Elliot
Research Information & Knowledge Hub for additional information on IMD publications
Research Information & Knowledge Hub for additional information on IMD publications
Research Information & Knowledge Hub for additional information on IMD publications
The case study delves into strategic transformation and leadership transitions at Unilever since 2009. Unilever has been an industry leader of busi...
Few Business to Business (B2B) marketplaces have succeeded. Metalshub has successfully combined a software platform as a service, with a marketplac...
The case focuses on Contabilizei, a Brazilian startup providing online accounting services for small and medium-sized enterprises (SMEs). The case ...
![](https://www.imd.org/ibyimd/wp-content/uploads/2024/06/UEFA-Featured-720x630.jpg)
Leading Chinese companies are preparing to take advantage of exposure and opportunities as top sponsors and suppliers to the UEFA EURO 2024 Men’s S...
![](https://www.imd.org/ibyimd/wp-content/uploads/2024/04/sustainable-laundry-detergent-720x630.jpg)
Marketing campaigns for sustainable offerings often fail, leaving businesses with products that do not sell. How can companies reach customers more...
Nespresso, the global leading brand in portioned coffee, is facing an existential threat. The company’s current market base, which consists primari...
![](https://www.imd.org/ibyimd/wp-content/uploads/2024/03/TheInterview-ChrisTung-IbyIMD-TopBanner-5_4-1250x1000-1-720x630.jpg)
Chris Tung is President of Strategic Development at Chinese e-commerce multinational Alibaba Group. He tells Amit Joshi how the company is integrat...
The case describes the strategic evolution of FUCHS China under the leadership of Zhu Qingping as the company transformed into a vital contributor ...
In a world where agility and global foresight are crucial for business survival and growth, the FUCHS case presents a compelling narrative of trans...
Many companies overestimate customers’ appetite for sustainable products, flooding the market with offerings that don’t sell. The reality is, socia...
Research Information & Knowledge Hub for additional information on IMD publications
Case reference: IMD-7-2457 ©2024
Research Information & Knowledge Hub for additional information on IMD publications
Case reference: IMD-7-2546 ©2024
Research Information & Knowledge Hub for additional information on IMD publications
Research Information & Knowledge Hub for additional information on IMD publications
Research Information & Knowledge Hub for additional information on IMD publications
Research Information & Knowledge Hub for additional information on IMD publications
Research Information & Knowledge Hub for additional information on IMD publications
Research Information & Knowledge Hub for additional information on IMD publications
Research Information & Knowledge Hub for additional information on IMD publications
in Harvard Business Review March-April 2024, vol. 102, issue 2, pp. 80-87
Research Information & Knowledge Hub for additional information on IMD publications