The Cinnamon Case: Sales Negotiation (Role Play) - (B) The Buyer
(2 pages of text)
Case (Gen Exp)
The case presents a role play between a buyer and a seller who must negotiate a price for a perishable but rare commodity. The case covers the dilemma faced by buyers and sellers when they are in possession of limited information but must still attempt to negotiate a best-case scenario for themselves. This case involves the buyer and is used with The Cinnamon Case: Sales Negotiation (Role Play) - (A) The Seller.
This case can be used at the MBA/post-graduate level or in an executive education program for experienced managers as an introduction to a course on negotiation. The case focuses on a negotiation process wherein the only factor is price. This role play can serve as a base for future complex negotiation cases and as a vehicle for introducing the class to negotiation in a gradual manner. The objective of the case is for both sides to maximize their value from the negotiation process based solely on the information that they have at hand. The learning comes from each student actually playing the role of either a buyer or seller and then comparing their own team’s performance with those of the other teams in the class.
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