Thermal Coal

• 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
• Institution: Singapore Management University

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 Malaysian mid-size public utility company. Through the use of this case, students will prepare for negotiation, experience the process of integrative negotiation, explore the negotiator’s disclosure dilemma and learn to create mutual value and superior agreements. This case will also familiarise students with the concept of Post-Settlement-Settlements.