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AUDIO Case Study In this episode, we dive into a high-stakes procurement negotiation between GlobalTech Inc. and software provider TechSoft Solutions. As TechSoft attempts to minimize the value of GlobalTech’s purchase, claiming their business isn’t crucial, GlobalTech fights back with strategic defenses. Discover how they highlight their long-term value, showcase market knowledge, and maintain professionalism…
AUDIO Case Study In this riveting episode, we delve into the negotiations between WestCoast Retail and vendor TechElectronics, where the tactic of minimizing concession value takes the spotlight. Discover how WestCoast Retail downplays TechElectronics’ offers to secure better terms. In response, TechElectronics employs strategic defenses, emphasizing the true value of their concessions and insisting on…
AUDIO Case Study In this engaging episode, we explore a procurement negotiation between TechSolutions Inc. and IT Solutions Provider, where the tactic of minimizing purchase value takes center stage. Discover how TechSolutions attempts to downplay the importance of their IT services, challenging pricing and implying alternative options. In response, IT Solutions Provider leverages their unique…
AUDIO Case Study In this compelling episode, we delve into a high-stakes negotiation between a labor union and management at a manufacturing plant. Discover how management employs the divide and conquer tactic, attempting to weaken the union’s bargaining power by isolating issues. Faced with potential manipulation and unfair agreements, the union leaders fight back with…
AUDIO Case Study Join us in this captivating episode as Mr. and Mrs. Johnson tackle the challenges of purchasing their dream home in a bustling real estate market. Faced with the savvy seller Ms. Smith, they confront her tactic of intentional overload, where an avalanche of documents and options threatens to cloud their judgment. Discover…
AUDIO Case Study In this gripping episode, we delve into the high-stakes negotiations between Global Manufacturing Corporation and its labor union, where fatigue becomes a weapon. Discover how GMC’s management attempts to exploit the weariness of union representatives to secure concessions that undermine workers’ rights. Learn how the union counters with strategic defenses, from setting…
AUDIO Case Study Join us in this episode as we explore the high-stakes procurement negotiations between AutoTech and MegaMotors, where cherry-picking tactics threaten to disrupt the balance of power. Discover how MegaMotors selectively embraced cost-saving terms while neglecting crucial quality and delivery standards. Learn how AutoTech implemented strategic defensive measures to counter these tactics, ensuring…
AUDIO Case Study In this episode, dive into the dynamic negotiation between TechSolutions and BigMart in the fast-paced software development arena. Discover how BigMart’s “funny money” tactic aimed to sweeten the deal with enticing non-monetary perks, and how TechSolutions navigated the potential pitfalls of such offers. Learn about their defensive strategies, from evaluating true value…
AUDIO Case Study Join us in this episode as we delve into the high-stakes negotiations between PharmaGen and MedX Pharmaceuticals in the competitive world of biotech. Explore how MedX’s use of intentional deadlocks created pressure on PharmaGen, forcing them to make tough concessions. Discover PharmaGen’s strategic defense tactics, from thorough preparation to maintaining a collaborative…
AUDIO Case Study In this episode, we explore the challenges of reverse auctions in construction procurement as ABC Construction navigates a bidding war that prioritizes price over quality. Discover how they confront the pressures to undercut their standards and the risks of compromising on materials and relationships. By adopting defensive strategies and standing firm on…
AUDIO Case Studies Explore blockchain’s transformative role in contract and supply chain management with these real-world audio case studies. Understand how industry leaders have leveraged blockchain to boost trust, automate processes, and streamline operations. Gain insights into the potential and pitfalls of blockchain in different business contexts, making this collection essential for anyone interested in…
AUDIO Case Study Tune in as we delve into a high-stakes construction project where quality disputes threatened to derail progress. Discover how a bank guarantee played a crucial role in navigating legal challenges and ensuring the project’s successful completion. Learn about the strategies employed to resolve the dispute and the importance of effective communication and…
