Oberthur Card Systems: Negotiating with TMO International (B)

Published 20 Oct 2002
Reference 5056
Topic Marketing
Region Europe
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