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    Case Study

    Value selling at SKF Service (C): Meeting John Elliot

    By Kamran Kashani
    3 pages
    March 2010
    Order this case study
    Reference: IMD-5-0756

    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.

    Learning Objective

    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.

    Keywords
    Value Selling, Value Pricing, Negotiation, Marketing, Business to Business
    Settings
    United States of America
    Manufacturing
    Type
    Field Research
    Copyright
    © 2010
    Available Languages
    English, Spanish
    Related material
    Video
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    This case study is part of a series
    • 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
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    This case study is part of a series
    • 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
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