Clarabec vs. Big Mall: Confidential instructions for Jean Bernard (B)
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.
- 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.
Cranfield University
Wharley End Beds MK43 0JR, UK
Tel +44 (0)1234 750903
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Harvard Business School Publishing
60 Harvard Way, Boston MA 02163, USA
Tel (800) 545-7685 Tel (617)-783-7600
Fax (617) 783-7666
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NUCB Business School
1-3-1 Nishiki Naka
Nagoya Aichi, Japan 460-0003
Tel +81 52 20 38 111
Email [email protected]
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- 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)
- 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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