This Case is about SALES
PUBLICATION DATE: August 10, 2015 PRODUCT #: ES1601-PDF-ENG
The kitchen purchase Briefing for buyers Mr and Mrs Stulle Case Solution
“The kitchen purchase” is a simulation of bargaining over the cost of a fitted kitchen. On the grounds of these briefings, the class participants negotiate independently or in teams of two. The case study was kept simple so that the negotiations may be run with almost no preparation time desired. At exactly the same time the case study presents a few “stumbling blocks” and allows a deep dialogue on the distributive and integrative actions of discussions, management negotiating power, as well as the ethos of negotiating. The case study is thus, particularly well-suited for class participants with intermediate to complex negotiating expertise.