Problems of negotiations between the leaders (BD) Becton Dickinson in VACUTAINER division (which manufactures and sells products for blood collection) and managers of large groups of hospital purchases. Recent changes in the health care industry are the backdrop for the negotiations, which involve an attempt to buy as a group to negotiate lower prices and different terms of distribution in BD. The case provides background information about important industry and previous history of purchases and negotiations between the BD, buying groups, and it is important to distributors. As well as pricing negotiations if it is a good means to improve issues related to the factors that influence the balance of power in the channel. "Hide
by Frank V. Cespedes, V. Kasturi Rangan Source: Harvard Business School 21 pages. Publication Date: 03 Oct 1986. Prod. #: 587085-PDF-ENG
Related Case Solutions & Analyses:
The Chocolate Factory (B): ‘Sold for 20p’
Operation Rollback Water: The National Guard’s Response to the 2009 North Dakota Floods (Epilogue to B)
Airlines and Antitrust: Scrutinizing the American Airlines-US Airways Merger
Rogers Communications Inc.
South Africa (A): Stuck in the Middle?, Spanish Version
A Persuasion Strategy for Universita’ Bocconi: An Exercise
BioPasteur: Instructions for the Group Discussion
Charlie Merrill and the Financial Supermarket Strategy
Roll Back Malaria and BCG: the Change Initiative
Valuing Currency Management: TOM vs. U.S. Commerce Bank
