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Case Study

Clarabec vs. Big Mall: Confidential instructions for Jean Bernard (B)

By Sameh Abadir and Karine Avagyan

2 pages

November 2019

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Reference: IMD-7-2148

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, Jean Bernard 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. Jean Bernard can push for the Saturday deliveries in response to Maurice Charles’ request for expanding to Romania together.

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

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

Available Languages

English

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This case study is part of a series

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

This case study is part of a series

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

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