Darrell Barnes

Oberthur Card Systems is negotiating with a large telecom buying group for the supply of SIM cards for year 2002. They compete with other suppliers and the issue is clearly price in a commodity-like market. How should they formulate their proposal to minimize the time and attention devoted to the pricing issue during the negotiation session?

Published 20 Oct 2002

Reference 5056

Topic Marketing

Region Europe

View case
Oberthur Card Systems is negotiating with a large telecom buying group for the supply of SIM cards for year 2002. They compete with other suppliers and the issue is clearly price in a commodity-like market. How should they formulate their proposal to minimize the time and attention devoted to the pricing issue during the negotiation session?

Published 20 Oct 2002

Reference 5056

Topic Marketing

Region Europe

View case