Case Study

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

2 pages
November 2019
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.
Supplier, Supplier Relationship, Business to Business, Procurement, Value Creation, Negotiation Process, Sales Management, Power Distribution, Operation
Generalized Experience
© 2019
Available Languages
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