Thermal Coal

Thermal Coal

This is a quantified one-on-one procurement negotiation exercise. The negotiation, carried out over a set of eight issues, is between the Regional Sales Manager for Thermal Coal of Earth Energy, a global mining company, and the Acquisition Team Leader for Thermal Coal of National Electric Power, a M...

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Bibliographic Details
Main Author: BENOLIEL, Michael
Format: text
Language:English
Published: Institutional Knowledge at Singapore Management University 2016
Subjects:
disclosure dilemma
integrative negotiation
negotiation
post-settlement settlements
preparation
Asian Studies
International Business
Organizational Behavior and Theory
Online Access:https://ink.library.smu.edu.sg/cases_coll_all/154
https://cmp.smu.edu.sg/case/3191
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Institution: Singapore Management University
Language: English

Internet

https://ink.library.smu.edu.sg/cases_coll_all/154
https://cmp.smu.edu.sg/case/3191

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