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.
- 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.
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