Cas - Boost M6700 (A): Buyer-Seller Negotiation - Confidential ...

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Boost M6700 (A): Buyer-Seller Negotiation - Confidential Instructions for John Payne

Référence :

INSEAD-6099(A)

Langue

Type

Etude de cas

Catégorie

Entrepreneuriat/Création d'entreprise

Sous-catégorie

Entrepreneurship

Collection

INSEAD

Auteur(s)

FALCAO Horacio, JAIN Kriti, GROVER Heather

Résumé

This is a 1-on-1 first interaction negotiation between John, a senior sales manager of high-end, state-of-the-art laptops (Boost computers), and Cindy, a procurement manager of a business consulting firm. Cindy has invited John to discuss his proposal to sell 50 of the latest technology computers.

Objectifs pédagogiques

o Value discovery, value creation and value claiming o The difference between interests, options and positions o Positional bargaining and its risks o Preparing and prioritizing interests o Creating options o Managing the risks of information disclosure o Identifying and using sources of legitimacy o Power in negotiation versus negotiation power (alternatives)

Mots-clés

B2B negotiation; Sales negotiation; Pricing negotiation; Procurement negotiation; Negotiation under time pressure; Managing information asymmetry; Value discovery, value creation, value claiming; Alternatives and power perception