...CASE 3.1 A SCANDINAVIAN SCARE Discussion Questions 1. Why did Conquip send an RFQ with a 10 percent price-reduction requirement rather than calling de Winter in for negotiation? Is there any downside to having run the negotiation this way? Conquip was trying to give a time pressure to FD. This can be seen when Conquip sent the RFP (Request for Quote) to FD regarding the product, LEIF filter, which still not even widely adopted by Conquip. This particular pressure functions as an external constraint to FD. Conceptually, the constraint removes what could be the most attractive of options for FD to continue to negotiate in an effort to improve the terms of the agreement. Lacking this option leads FD to face with a twofold choice which they can either agree or refuse the agreement requested by Conquip. This could appear like a great strategy until Conquip realise that there's no difference between that and FD might also putting on time pressure to them. There could be a situation in which both sides are approaching the same time deadline. And in this particular case, the one that has the greatest power is the one with more alternatives who could use time pressure, but the side with fewer alternatives has the least power should avoid time pressure and negotiate well before the deadline. 2. At the first negotiation meeting, Conquip made a threat disguised within an offer. The offer was to retain FD as a companywide, primary supplier if FD could meet its price demands. ...
Words: 840 - Pages: 4
...Global Negotiation between FD and Conquip Conquip’s Solicitation Of The 10% RFQ Conquip sent the RFQ possibly attempting to anchor the negotiation and to prove its strong position towards the negotiation. This strategy is risky and could be harmful if the other party doesn't have this value between its reservation and target price (Chang, Chung, & Van de Vyver, 2014). During meeting 2, FD walked into the negotiation with a poor BATNA: no agreement meant FD risked losing all its Conquip business to FF. Conquip seemed to have a strong BATNA: the company could easily switch to FF filters. However, de Winter convinces Conquip of the value of LEIF’s innovative technology, and Conquip knew they wouldn’t have suppliers that would be equivalent to the patented LEIF product (Chang, Chung, & Van de Vyver, 2014). Both FD and FILTECH stated they could meet Conquip’s 10 percent price cut demand over three years and still enjoy healthy margins (Chang, Chung, & Van de Vyver, 2014). The Downside to the Negotiation Sometimes, even with the best of intentions and skill, a principled negotiator cannot bring the other side around. Sometimes, the other side simply won't play fair and use bullying, psychological warfare, or deliberate deception tactics (DAU, 2014). Without a BATNA, a negotiator doesn't know how important the negotiations are, and will be vulnerable to pressure from the other side, and that pressure will come. With a BATNA, the...
Words: 1602 - Pages: 7
...A Scandinavian Scare by Willie Chang, Albert Chung, and Marc van de Vyver (Reprinted by permission of the authors) Note: After you have negotiated the Cartoon exercise, try to apply what you learned to the following case involving negotiations between a buyer and a supplier. In the fall of 1999, a group of managers met in Scandinavia for the first of three negotiations involving four companies from three different countries and a family of products. The situation was a common one: a buyer tells a supplier it wants prices reduced by 10 percent and, “Oh by the way, we’ll also be soliciting quotes from your major competitor.” At the heart of the meetings was the buyer’s corporate agenda to cut costs. Cost-cutting is a common theme among large corporations. Even in good times, they have been known to pressure their vendors to lower prices and to play vendors off against each other. This case illustrates what actions a supplier might take in this situation. Other vendors who may find themselves in similar situations can take these actions as well. Background FD is a Dutch manufacturer of filtration products. Rather than selling directly to end customers, throughout the 1970s and 1980s, FD sold oil filters and oil filter cartridges (replacements) to Swedish and Finnish heavy equipment manufacturers who, in turn, branded and sold the products to their own customers. In the late 1980s the Scandinavian market for oil filters began to change. The Finnish government consolidated many...
Words: 1623 - Pages: 7
...our DNA tested because we find it very interesting to know our genetic background. I’m not sure if I would want it to be given to any agencies and that would bother if it was distributed in that way. I also know from others experience that there is some potential for light to be shed on weird a truth that wasn’t known and that kind of makes me nervous. My grandma got here DNA tested so I already know a little bit about my genetics but there is a side I don’t have any information about because one of my parents has been absent for my entire life. I know that I have European east, black/African, Scandinavian, Italian, and Great Britain ancestry which is really cool. We discovered that we have noble family members that were knights and that blew my mind. I’m hopeful that DNA could help cure my cancer someday and with that I think it has a ton of potential to do great things, but it also scares me....
Words: 656 - Pages: 3
...IKEA’s Global Strategy: Furnishing the World 2014-2015 submitted by Brian Albanese April 26, 2014 Executive Summary This author has provided an analysis of the IKEA case study found in the Marketing Management textbook. It analyzes the strategies used by IKEA to gain competitive advantage in markets outside of its original market. The report provides a background of the organization, recognizes IKEA’s main markets and examines corporate level strategies by identifying its target market and evaluating its pricing strategies. This case study will further analyze how culture, design, and price play significant roles in determining IKEA’s success. In addition, IKEA’s “global sourcing network of more than 2300 suppliers in 67 countries” (Peter & Donnelly, 2013, p. 411) allows its suppliers to provide furniture of all kinds to its customers. IKEA produced standardized products, however, this international strategy did not work for the United States. Therefore, the company has to take corrective actions. Table of Contents Executive Summary i Situational Analysis 1 Environment 1 Economic conditions and trends 1 Cultural and social values and trends 1 Political and legal issues 1 Technological factors 1 Summary of environmental opportunities and threats 2 Industry 2 Classification and definition of industry 2 Analysis of existing competitors 2 Analysis of potential new entrants...
Words: 3656 - Pages: 15
...Prosecution of Bullies Katherine Canales Mrs. McCracken A2 The story begins “A cute Irish girl moves to a new town, South Hadley, Massachusetts and starts dating a popular football player. Other girls, alpha girls, get jealous. They taunt her, cross out her picture on a student-body poster, and fling abuse on Facebook. It goes on for months; her mother tries to get the school to do something. Finally, on Jan. 14, after a day when she was allegedly harassed in the library, in the hallways and on her way home from school--a canned drink thrown at her, and the words "You Irish slut, you Irish whore". Phoebe Prince went home, picked out a scarf her sister had given her for Christmas and hung herself in a stairwell. Her sister found her. The mean girls? They logged on and mocked her death.” (Gibbs, 2012) She is only one in many victims that could have been saved. “By words alone perpetrators of bullycide kill their victims without laying a hand on them.” (Wallace 2011) These girls should have been held responsible for their actions, yet they were not. Everyday many adolescents are being bullied to extreme measures, pushed to the verge of death, in most cases, by suicide. And just like the young Phoebe, nothing was done to help them. Is this the life we want our children to suffer through? Clearly no, but what’s the answer. Surely there has to be a way to stop this abominable act. It is clear that those who partake in bullying should be prosecuted for their incredulous...
Words: 1629 - Pages: 7
...Political Unrest & its Impact on the Tourism Sector in Turkey By: Yasemin K Napoleon Bonaparte was once quoted as saying “if the earth was a single state, Istanbul would be its capital.” Istanbul, and Turkey as a nation in general has long been regarded as a vibrant and culturally rich nation, straddling two continents as well as being home to several ethnic groups and regions. This could be possibly why, in recent decades Istanbul has turned into a touristic melting pot welcoming millions of tourists yearly from all over the globe. With it’s vastly diverse offerings the historic nation attracts both leisure and business tourists for a multitude of purposes. In recent periods however, political turmoil has been inflicted due to actions by the ruling government causing an array of tense protests and political unrest. As tear gas, water cannons, and rubber bullets fly around several major cities invoking chaos, and criticism from international government’s escalate, one is left to ask: Do the Turkish government’s actions on harsh policies and human rights violations have a major negative impact on the tourism sector in Turkey? The Turkish government denies any impact on the tourism sector, as police action is restricted to small areas. However, due to the extensive media coverage and heavy criticism from foreign government’s this paper argues that the recent events in Turkey have had a negative impact on its tourism sector. One of the biggest political scandals that...
Words: 2897 - Pages: 12
...qwertyuiopasdfghjklzxcvbnmqwertyui opasdfghjklzxcvbnmqwertyuiopasdfgh jklzxcvbnmqwertyuiopasdfghjklzxcvb nmqwertyuiopasdfghjklzxcvbnmqwer tyuiopasdfghjklzxcvbnmqwertyuiopas dfghjklzxcvbnmqwertyuiopasdfghjklzx Case Analysis MGT 489 cvbnmqwertyuiopasdfghjklzxcvbnmq wertyuiopasdfghjklzxcvbnmqwertyuio pasdfghjklzxcvbnmqwertyuiopasdfghj klzxcvbnmqwertyuiopasdfghjklzxcvbn mqwertyuiopasdfghjklzxcvbnmqwerty uiopasdfghjklzxcvbnmqwertyuiopasdf ghjklzxcvbnmqwertyuiopasdfghjklzxc vbnmqwertyuiopasdfghjklzxcvbnmrty uiopasdfghjklzxcvbnmqwertyuiopasdf ghjklzxcvbnmqwertyuiopasdfghjklzxc Submitted To: Mohammed Hannan Miah Prepared By Group 7 073 003 030 073 004 030 072 105 530 073 016 030 072 779 030 Md. Tareq Rahman Shubro Barua Sanjana Mehnaz M Mazharul Arefeen Bhuiyan Sumayia Hassan Background of IKEA IKEA is a privately held, international home products company that designs and sells ready-to-assemble furniture such as beds and desks, appliances and home accessories. The company is the world's largest furniture retailer. Founded in 1943 by 17-year-old Ingvar Kamprad in Sweden, the company is named as an acronym comprising the initials of the founder's name (Ingvar Kamprad), the farm where he grew up (Elmtaryd), and his home parish. IKEA has 300 home furnishing superstores in 35 Countries and was visited by some 583 million shoppers. IKEA’s low priced elegantly designed merchandise displayed in large warehouse stores, generated sales of $21.2 billion in 2008, up from 4.4 billion in 1994. The...
Words: 9302 - Pages: 38
...What are the roles and functions of central banks? Why do they need Economic staff? How far should central banks get involved in data collection and areas such as seasonal adjustment, as well as economic analysis? Introduction Though Central Bank is viewed as one of the primary mechanisms of macroeconomic stabilization there are a number of arguments about other areas of Central Bank’s involvement. This paper will explore the different areas, including the role of Central Bank in effecting monetary policy and intervening body in exchange rate trades, Central Bank as a Last Lender Resort (LLR), and Central Bank as a regulatory body of the financial sector. Prior to further discussion, it is important to stress that the role of Central Bank and the scope of its involvement may vary due to the effect of different legislations and the presence of various stakeholders. Thus, US Central Bank does not act as a regulatory body of the financial sector (Driffill et al., 2005), whereas the intervention activity of Japan Central Bank requires the approval of other governmental bodies (Fujiwara, 2005). This paper discusses the importance of Central Bank's publications of economic forecasts and other information related to Central Bank's views of the further state of macroeconomic trends. The discussion shows that this information is highly important for other market players and forecasting agencies as it reduces the information asymmetry. The role of Central bank in macroeconomic stabilization ...
Words: 3008 - Pages: 13
...A HISTORY OF THE ENGLISH LANGUAGE COURSE GUIDE Professor Michael D.C. Drout WHEATON COLLEGE A History of the English Language Professor Michael D.C. Drout Wheaton College Recorded Books™ is a trademark of Recorded Books, LLC. All rights reserved. A History of the English Language Professor Michael D.C. Drout Executive Producer John J. Alexander Executive Editor Donna F. Carnahan RECORDING Producer - David Markowitz Director - Matthew Cavnar COURSE GUIDE Editor - James Gallagher Design - Ed White Lecture content ©2006 by Michael D.C. Drout Course guide ©2006 by Recorded Books, LLC 72006 by Recorded Books, LLC Cover image: © PhotoDisc #UT088 ISBN: 978-1-4281-1730-3 All beliefs and opinions expressed in this audio/video program and accompanying course guide are those of the author and not of Recorded Books, LLC, or its employees. Course Syllabus A History of the English Language About Your Professor...................................................................................................4 Introduction Lecture 1 ...............................................................................................................5 The Foundations of Language: Brain, Development, Acquisition ......................................................................6 Signs and Meanings: Semantics .........................................................13 Sounds of Language: Phonetics..........................................................20 Sound...
Words: 42857 - Pages: 172
...1) The cultural environment of a country is best defined by which characteristics? C) attitudes, beliefs, and values 2) Suppose you have a friend from India who is a lifelong vegetarian and who does not like McDonald's because the company sells hamburgers in many countries. Which of the following describes your friend? A) "vegetarianism" represents a value, "dislike McDonald's" represents an attitude 3) There is nothing inherently "good" or "bad" about any color of the spectrum and all associations and perceptions regarding color arise from culture. Which of the following statements is not true: D) Red color is highly preferred in some African countries. 4) Cultural influences are also quite apparent in food preparation and consumption patterns and habits. Domino's Pizza, the world's largest pizza-delivery company, pulled out of Italy because: C) Italians perceived its products to be "too American." 5) While some food preferences remain deeply embedded in culture, there is plenty of evidence that global dietary preferences are converging. Examples of such a change can be predicted from: C) the growing number of McDonald's restaurants globally. 6) American Nancy McKinstry recently became the new CEO at Dutch publisher Wolters Kluwer. As Ms. McKinstry noted, she had to drop the word "aggressive" in describing her strategic plan to company managers. She said, "I learned that the word has a negative connotation to a lot of Europeans. I was coming...
Words: 4482 - Pages: 18
...INTRODUCTION: The purpose of this assignment is to: • Gain a better understanding of project management. • Understand why project management is needed and how it differs from other forms of management. • Identify the relevance of project management to the business and academic world of management. • Identify the role of a project manager. • Identify the purpose or relevance of a feasibility study in the project environment. • Identify all the stakeholders and identify their needs and expectations. Project management is seen as a rather modern discipline, however many of the greatest monuments in the world, e.g. Pyramids, Taj Mahal etc, could not have been formed without some form of project management. The art and science of project management has been used in many ways although it was not until the 20th century that businesses began to see the relevance and importance of this discipline. Its role in business began as external to the organisation, however in recent years more and more organisations have begun to use project management internally. Project management has become a vital part of many businesses and it is used in many different fields of study, from engineering, programming or IT development, research and development, product development, marketing etc. The aim of this assignment is to see how project management is defined, how it applies to the telecommunications business and how project managers and organisations can use project management to ensure...
Words: 7586 - Pages: 31
...Labor Unions in the United States Posted Mon, 2010-02-01 17:21 by Anonymous Gerald Friedman, University of Massachusetts at Amherst Unions and Collective Action In capitalist labor markets, which developed in the nineteenth-century in the United States and Western Europe, workers exchange their time and effort for wages. But even while laboring under the supervision of others, wage earners have never been slaves, because they have recourse from abuse. They can quit to seek better employment. Or they are free to join with others to take collective action, forming political movements or labor unions. By the end of the nineteenth century, labor unions and labor-oriented political parties had become major forces influencing wages and working conditions. This article explores the nature and development of labor unions in the United States. It reviews the growth and recent decline of the American labor movement and makes comparisons with the experience of foreign labor unions to clarify particular aspects of the history of labor unions in the United States. Unions and the Free-Rider Problem Quitting, exit, is straightforward, a simple act for individuals unhappy with their employment. By contrast, collective action, such as forming a labor union, is always difficult because it requires that individuals commit themselves to produce "public goods" enjoyed by all, including those who "free ride" rather than contribute to the group effort. If the union succeeds, free riders...
Words: 10531 - Pages: 43
...SEMESTER PROJECT BY Afungsa Candy Noumvi 7TH SEMESTER (2012/2013) AALBORG UNIVERSITY COPENHAGEN RESEARCH QUESTION Do Danish families Prefer traveling more abroad or within Denmark for holidays ? As a National Destination Management Organisation- VisitDenmark, what is the organization doing to stimulate Danish families to participate more in domestic tourism? * The theme of our research is Motivation. What motivates Danish families in choosing their holiday destinations? Do they mostly go abroad or not? And why? * Problem area is improving the tourism sector of Denmark to attract local Danish families. Here we will be analyzing the campaign VisitDenmark to see what the organization has been doing so far to encourage domestic tourism. TABLE OF CONTENT * chapter one……………………………………………………… …..Page 4 -Introduction (some background on tourism in Denmark)………………………4 -Problem formulation/ hypothesis -Research objective (what do we want to achieve in this research……………………………………………………………5 - Delimitation………………………………………………………………..........6 * chapter two……………………………………………………………………….7 - History of leisure tourism …………………………………………………......7-8 - Definition of theory…………………………………………………………..9-12 - Analysis of the Campaign, how does VisitDenmark promote domestic tourism……………………………………………………………………… 13-19 - Danish outbound tourism…………………………………………………...20-22 * chapter three………………………………………………………………….....23 - Research methodology……………………………………………………...
Words: 11483 - Pages: 46
...formal, evidence based weaning intervention is currently being promoted to health visitors and advice continues to be communicated at the discretion of individual practitioners. Very little research exists on this topic, much emphasis has been placed on encouraging breast feeding as the main focus infant nutrition literature. Yet childhood obesity is on the rise and establishing healthy eating habits as a baby could pave the way for healthy eating habits later in life. This paper looks at the ways professionals communicate general messages about weaning and attempts to provide some clarity and guidance for health visitors about a humanistic intervention to educate parents about the benefits of waiting till six months, rather than using ‘scare tactics’ as to what could happen if they wean earlier. It is hoped that not only will this paper provide guidance about best practice, it will also highlight the importance of the subject and the pressing need for urgent research on the specific topic of delivering weaning advice. Table of Contents Page Abstract 1 Table of Contents 2 Section 1 : Introduction Aim 3 Objectives 3 Background 4 Section 2 : Literature Review Parameters for literature search 10 Consumer perception of the health visitor 11 Communicating public health messages 13 Specific health promotion interventions 16 Peer Support 19 ...
Words: 11681 - Pages: 47
