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Boost M6700 (A)&(B): Buyer Seller Negotiation (Teaching note)

INSEAD-6099(TN)(A)(B)
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
Secteur d'activité
Consulting & IT
Livraison par lien de téléchargement
25

Adhérents : 5,10 € HT / Non adhérent : 5,50 € HT
Licence à l'unité*
* Usage unique limité à une session. Prix par étudiant formé. Licence à renouveler pour chaque nouvelle session.
** L'achat de la note pédagogique est indissociable de l'achat de l'énoncé du cas.

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