Documenti di Didattica
Documenti di Professioni
Documenti di Cultura
Mr. Ricardo, the supply manager for Casa Hose Company based in Mexico
City, has just learned that a chemical metal degreaser
tetrachlorethylene is urgently needed for a current special hose
contract. It is imperative that the chemical be in stock in ten days to
assure delivery of their hose order on time.
Ricardo had never purchased this particular tetrachlorethylene before.
Included in his negotiation objectives and plan were appropriate cost of
the chemical, rental of shipping containers, removal of empty containers,
possibly a factor covering damage to the containers, and appropriate
continuity of supply over the next year. Ricardo learned that the price of
tetrachlorethylene fluctuates during the year. After receiving several
quotations and considering the many contract elements at stake, Ricardo
wondered whether they could get the best overall contract. He knew that
he couldnt reach a negotiated deadline to meet the designated ship and
receipt time.
Ricardo has called a supply team meeting for later today to discuss this
pending supply crisis. What should he be prepared to tell and ask his team
concerning this issue? How do they get out of this situation?
Discussion Questions:
1. What should Ricardo do to cover short term requirements?
2. Given that the chemical price fluctuates a good deal during the year,
would an economic price adjustment or escalation/de-escalation clause be
a good concept to employ?
3. How should the clause be written?
4. Where should Ricardo look for market information on this material?
5. What objectives should be established for this negotiation?
6. What would be the best negotiation strategy to use?