Boost M6700 (B): Buyer-Seller Negotiation - Confidential Instructions for Cindy Tan (Spanish)

Name: Boost M6700 (B): Buyer-Seller Negotiation - Confidential Instructions for Cindy Tan (Spanish)
SKU: IN-2429

Falcao Horacio; Jain Kriti; Grover Heather

Product #:IN-2429

Supplier:INSEAD

Discipline:Entrepreneurship

Setting:Global

Details:Role-Play (PDF) • 8 pages • 2021-04-26

Subjects:

Entrepreneurship

Industries:

Business services sector

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$9.71

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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.

Learning Objectives

• 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)