Negotiation Hubcaps

Negotiation Hubcaps - Negotiation Hubcaps CASE This...

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Negotiation – Hubcaps CASE This negotiation involves a discussion between two individuals: Individual 1: You are Vice-President of Marketing for HubbaBubba Inc. a producer of hubcaps for the auto industry. HubbaBubba Inc. has been supplying the auto industry for ten years, primarily providing hubcaps to BMW as they began manufacturing operations in North America. In recent years you have maintained some of the BMW business (40% of your revenues), but you have developed other customers including HQBA, which is a manufacturer of high quality beautiful automobiles. They comprise 40% of your revenues as well. You are about to meet with the Director of Aesthetic Sourcing for HQBA. The meeting is to allow you to negotiate product characteristics and prices for hubcaps to be used on next year’s models. From previous discussions, and meetings with other manufacturers, you have learned that HQBA is introducing a new model, the HQBA – T, which is a higher quality vehicle than their original vehicle known as the HQBA – A. Both models are available in a sedan or station wagon design. Individual 2:
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Negotiation Hubcaps - Negotiation Hubcaps CASE This...

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