Case-study: price negotiation between Amazon and whole foods

Detalhes bibliográficos
Autor(a) principal: Romeo, Gabriella Maria Carmen
Data de Publicação: 2019
Tipo de documento: Dissertação
Idioma: eng
Título da fonte: Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
Texto Completo: http://hdl.handle.net/10362/69195
Resumo: This project illustrates the key strategic issues involved in price negotiations and discusses the main concepts and ideas to analyze such situations. In particular, this report presents a casestudy of a price negotiation to be used in Masters Programs and executive education workshops, as well as an analysis of the case-study. The case-study is based on a real-life price negotiation which happened in the context of an acquisition process between a global online retailer (the acquirer, Amazon.com, renamed Borneo) and a natural and biological certified grocery store (the target, Whole Foods Market, renamed Fit Veggies). The report is organized as follows: we start by briefly describing the negotiation between Amazon and Whole Foods. We then present the case-study, particularly the general and confidential instructions for both parties. Finally, we conduct a case review introducing the main ideas for analysis of a price negotiation.
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spelling Case-study: price negotiation between Amazon and whole foodsPrice negotiationsSingle-issue negotiationDistributive bargainingCase-studyRole-playDomínio/Área Científica::Ciências Sociais::Economia e GestãoThis project illustrates the key strategic issues involved in price negotiations and discusses the main concepts and ideas to analyze such situations. In particular, this report presents a casestudy of a price negotiation to be used in Masters Programs and executive education workshops, as well as an analysis of the case-study. The case-study is based on a real-life price negotiation which happened in the context of an acquisition process between a global online retailer (the acquirer, Amazon.com, renamed Borneo) and a natural and biological certified grocery store (the target, Whole Foods Market, renamed Fit Veggies). The report is organized as follows: we start by briefly describing the negotiation between Amazon and Whole Foods. We then present the case-study, particularly the general and confidential instructions for both parties. Finally, we conduct a case review introducing the main ideas for analysis of a price negotiation.Costa, Luís AlmeidaRUNRomeo, Gabriella Maria Carmen2020-05-30T00:30:46Z2019-01-252019-01-25T00:00:00Zinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/masterThesisapplication/pdfhttp://hdl.handle.net/10362/69195TID:202224554enginfo:eu-repo/semantics/openAccessreponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãoinstacron:RCAAP2024-03-11T04:32:50Zoai:run.unl.pt:10362/69195Portal AgregadorONGhttps://www.rcaap.pt/oai/openaireopendoar:71602024-03-20T03:34:55.668317Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãofalse
dc.title.none.fl_str_mv Case-study: price negotiation between Amazon and whole foods
title Case-study: price negotiation between Amazon and whole foods
spellingShingle Case-study: price negotiation between Amazon and whole foods
Romeo, Gabriella Maria Carmen
Price negotiations
Single-issue negotiation
Distributive bargaining
Case-study
Role-play
Domínio/Área Científica::Ciências Sociais::Economia e Gestão
title_short Case-study: price negotiation between Amazon and whole foods
title_full Case-study: price negotiation between Amazon and whole foods
title_fullStr Case-study: price negotiation between Amazon and whole foods
title_full_unstemmed Case-study: price negotiation between Amazon and whole foods
title_sort Case-study: price negotiation between Amazon and whole foods
author Romeo, Gabriella Maria Carmen
author_facet Romeo, Gabriella Maria Carmen
author_role author
dc.contributor.none.fl_str_mv Costa, Luís Almeida
RUN
dc.contributor.author.fl_str_mv Romeo, Gabriella Maria Carmen
dc.subject.por.fl_str_mv Price negotiations
Single-issue negotiation
Distributive bargaining
Case-study
Role-play
Domínio/Área Científica::Ciências Sociais::Economia e Gestão
topic Price negotiations
Single-issue negotiation
Distributive bargaining
Case-study
Role-play
Domínio/Área Científica::Ciências Sociais::Economia e Gestão
description This project illustrates the key strategic issues involved in price negotiations and discusses the main concepts and ideas to analyze such situations. In particular, this report presents a casestudy of a price negotiation to be used in Masters Programs and executive education workshops, as well as an analysis of the case-study. The case-study is based on a real-life price negotiation which happened in the context of an acquisition process between a global online retailer (the acquirer, Amazon.com, renamed Borneo) and a natural and biological certified grocery store (the target, Whole Foods Market, renamed Fit Veggies). The report is organized as follows: we start by briefly describing the negotiation between Amazon and Whole Foods. We then present the case-study, particularly the general and confidential instructions for both parties. Finally, we conduct a case review introducing the main ideas for analysis of a price negotiation.
publishDate 2019
dc.date.none.fl_str_mv 2019-01-25
2019-01-25T00:00:00Z
2020-05-30T00:30:46Z
dc.type.status.fl_str_mv info:eu-repo/semantics/publishedVersion
dc.type.driver.fl_str_mv info:eu-repo/semantics/masterThesis
format masterThesis
status_str publishedVersion
dc.identifier.uri.fl_str_mv http://hdl.handle.net/10362/69195
TID:202224554
url http://hdl.handle.net/10362/69195
identifier_str_mv TID:202224554
dc.language.iso.fl_str_mv eng
language eng
dc.rights.driver.fl_str_mv info:eu-repo/semantics/openAccess
eu_rights_str_mv openAccess
dc.format.none.fl_str_mv application/pdf
dc.source.none.fl_str_mv reponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação
instacron:RCAAP
instname_str Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação
instacron_str RCAAP
institution RCAAP
reponame_str Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
collection Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
repository.name.fl_str_mv Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação
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