http://www.loc.gov/mods/v3 http://www.loc.gov/standards/mods/v3/mods-3-2.xsd
This case describes a specific situation in the life of a merchandising professional in an organized retail industry. He is expecting a team of high-profile national-level vendors for trade negotiations on a particular day and he along with his team has to handle the negotiation process to arrive at a mutually agreeable and winning trade deal with the vendor. This case provides an opportunity for the participants to simulate a role play on trade negotiations inside the classroom. Through this case, we can introduce the process of negotiation to the class and also demonstrate various techniques and tactics used during trade negotiations. Even though the setting of this case is the retail industry, the same techniques are industry agnostic and can be implemented at all negotiating tables.
Includes bibliographical references and index.