This is a 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. They have to renegotiate the annual contract, that includes seven key issues: quantity discounts, terms of payment, promotional discounts, cooperative advertising, shelf space, new product acceptance and end-of-isle display.
Clarabec vs. Big Mall: Confidential instructions for Jean Bernard (A)
Summary
This is a team-to-team interaction negotiation between Jean Bernard, a national account manager in the Hygiene division of Clarabec France and Maur...
Reference
IMD-7-2147
Copyright
©2019
Copyright owner
IMD Copyright
Available Languages
English
Contact
Research Information & Knowledge Hub for additional information on IMD publications
Clarabec vs. Big Mall: Confidential instructions for Jean Bernard (B)
Summary
This is the second part of the team-to-team interaction negotiation between Jean Bernard, a national account manager in the Hygiene division of Cla...
Reference
IMD-7-2148
Copyright
©2019
Copyright owner
IMD Copyright
Available Languages
English
Contact
Research Information & Knowledge Hub for additional information on IMD publications
Clarabec vs. Big Mall: Confidential instructions for Maurice Charles (A)
Summary
This is a team-to-team interaction negotiation between Jean Bernard, a national account manager in the Hygiene division of Clarabec France and Maur...
Reference
IMD-7-2149
Copyright
©2019
Copyright owner
IMD Copyright
Available Languages
English
Contact
Research Information & Knowledge Hub for additional information on IMD publications
Clarabec vs. Big Mall: Confidential instructions for Maurice Charles (B)
Summary
This is the second part of the team-to-team interaction negotiation between Jean Bernard, a national account manager in the Hygiene division of Cla...
Reference
IMD-7-2150
Copyright
©2019
Copyright owner
IMD Copyright
Available Languages
English
Contact
Research Information & Knowledge Hub for additional information on IMD publications