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Strategy and execution of supply chain negotiations

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Reference no: EM133156849

Case: Mind the Gap: Strategy and Execution of Supply Chain Negotiations

Case link:

https://hbsp.harvard.edu/tu/3a7b96a1

Q1 What role do you think that the parties' identities as insiders (BizCo employees) versus outsiders (DMB employees) played in this case?

Q2: Think about the four dimensions of the subjective value in negotiation: feelings about the instrumental outcomes, feeling about oneself as a negotiator, feeling about the process, and feelings about the relationships. How do you think that each of the protagonist in the Mind the Gap Case would score themselves on each of these dimensions?

Q3 Which tradeoffs between aspects of subjective value do you think that the protagonist on the case made (e.g., what was sacrificed, and to what end)? How intentional or unintentional do you think tradeoffs were?

Q4 How would you recommend that they proceed to be able to achieve better subjective outcomes in their future negotiations?

Reference no: EM133156849

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