How important is each aspect of the negotiations

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Reference no: EM132228212

1. How important is each aspect of the negotiations (pricing, brand name, and delivery terms) for each party explicitly and implicitly involved (APG, its member hospitals, BDVS, BDVS’ distributors, and competing suppliers)?

2. Given your analysis, what should BDVS do?

Subject: SALES AND NEGOTIATIONS

Becton Dickinson & Company: VACUTAINER Systems Division, written by Frank V. Cespedes and V. Kasturi Rangan, the negotiations that were taking place between BDVS and APG (Affiliated Purchasing Group) for the 2-year APG contract, in which APG's vice president for materials management declared that whichever supplier was awarded the 2-year APG contract would receive 90% of the business in these healthcare products from APG-affiliated hospitals.

Reference no: EM132228212

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