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

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.

Collection: INSEAD (France)
Ref: INSEAD-6099ASP
Format: PDF
Number of pages: 11
Publication Date: Apr 26, 2021
Language: Spanish

What material is included in this case:

Other supplements

Description

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.
Read more
Geographic Setting: Global
Industry Setting: Consulting

Learning Objective

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

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

Options of use
Number of copies
- +
As low as €8.20

Are you interested in this product?

Add it to your favourites so that your institution can purchase it.
You'll be able to order once your profile has been validated.
Add to wishlist

Leave your rating

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