Back to search

Oberthur Card Systems: Negotiating with TMO International (A)

By Miklos Sarvary,  Darrell Barnes
Published 20 Oct 2002
Reference 5056
Topic Marketing
Region Europe
Length 12 page(s)
Inspection copy
6.00
Add to cart
Summary

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?

Teaching objectives

To illustrate creative negotiation tactics in B2B bidding situations.

Keywords
  • COMPETITIVE BIDDING
  • PRICE NEGOTIATIONS
  • B2B MARKETING
  • AR2002
  • RD0902
  • AR0203
Related case to use with this case

Oberthur Card Systems: Negotiating with TMO International (B)

By  Miklos Sarvary,  Darrell Barnes

    Add to cart
    About the authors
    Sarvary

    Miklos Sarvary

    Darrell Barnes


    Recommended Cases

    The Battle of the Smart Cards in the Netherlands in 2002

    By  Karel Cool
    Add to cart
    Case Writers: Joris BEERENS and Gijs de ROOIJ The case describes the introduction of smart cards in the Netherlands from 1995 till 2002. It discusses the early stage when there were two rival platforms, Chipper and Chipknip, the migration to the Chipknip platform, the relaunch in 2001, and the early take-off in 2002.
      View case

      Balancing Demand and Supply at NEC Computers International

      By  Luk Van Wassenhove
      Add to cart
      In order to deal with volatility in demand and uncertainty in supply, NEC-Computers International (NEC-CI) instituted a demand and supply balancing process. The main objective of this process was to minimize losses due to mismatch in demand and supply.
        View case

        Chipknip vs Chipper: The Battle of Smart Cards in The Netherlands

        By  Karel Cool,  Joris Beerens,  Lars B. Thoresen,  Robert-Jan Vermeulen
        Add to cart
        The case chronicles the introduction of smart cards in the Netherlands. Two rival smart card platforms are introduced and the questions are raised whether two platforms can co-exist, if not which will win, what the strategy of each alliance should be.
          View case