How did Marc de Winter improve his bargaining position

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Reference no: EM132619091

CASE: A SCANDINAVIAN SCARE (STUDENT VERSION) Willie Chang, Albert Chung, and Marc van de Vyver

Question 1. Why did Conquip send an RFQ with a 10 percent price-reduction requirement rather than calling de Winter in for a negotiation? Is there any downside to having run the negotiation this way?

Question 2. At the first negotiation meeting, Conquip made a threat disguised within an offer. The offer was to retain FD as a companywide, primary supplier if FD could meet its price demands. A. What was the threat embedded in this offer? B. Why was this offer not credible to de Winter?

Question 3. If FD could have reduced prices by the 10 percent requested by Conquip and still have a positive and reasonable margin, why negotiate? Why not just reduce the price to save the business?

Question 4. How did Marc de Winter improve his bargaining position at meeting 2? What general negotiation principle did he employ? How well did it work?

Attachment:- Case.rar

Reference no: EM132619091

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