IMD-5-0756 © 2010
Kashani, Kamran
The case scenario is the final instalment in the SKF show describing the assembly between SKF and Steelcorp representatives and the ensuing price dialogue. The case describes how two opposing positions that are initial converged towards a contract that met with most of both parties’ goals. Learning objectives: This final case highlights the power of value selling in a tough price/cost mindful purchasing environment. Win-win case is also an example of skilful negotiation towards a truly win-win outcome for both buyer and seller. The instructor can model the price dialogue between two offering students playing Seelcorp and SKF respectively before using the case.
Value Selling At SKF Service (C) Meeting John Elliot Case Study Solution
Subjects: Value selling; Value pricing; Negotiation
Settings: USA; Industrial parts; Bearings; US$ 8.2 billion
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