This discussion introduces a situation full of opportunities for challenging bargaining and out-of-the-box thinking about value-creating solutions. The American supplier Reed Oilwell views this business opportunity as a side door into the Petroecuador supplier network. The cross cultural elements of the relationship are significant, particularly in the context of the many political aspects that shape the relationship between YPEC and its major customer, Petroecuador. The dialogue illustrates the potential for a combined approach but also gives the chance for a competitive results. The parties are instructed to achieve a deal that meets their short-term goals, but their decisions will impact their ability to confirm a preferred supply location in the new oil field operations.
Reed--YPEC Negotiation Reed Oilwell (A) Case Study Solution
PUBLICATION DATE: January 04, 2011 PRODUCT #: TB0239-PDF-ENG
This is just an excerpt. This case is about SALES & MARKETING
