個案總覽

Using raw, uncut footage, this video case asks students to evaluate the effectiveness of the first contact that took place in November 2016 between representatives from two technology companies—iQmetrix and Straker Translations. The two firms are contemplating a business partnership in which Straker will provide iQmetrix with translation services. First contact calls generally precede every business partnership and are normally completed only after the respective business-development or sales representatives have prepared for the call by learning the basics about the other side’s organization—in particular, whether there is a good fit between what the buyer needs and what the supplier can provide in terms of quality, cost, and capabilities of service.

Using raw, uncut footage, this video case asks students to evaluate the effectiveness of the first contact that took place in November 2016 between representatives from two technology companies-iQmetrix and Straker Translations. The two firms are contemplating a business partnership in which Straker will provide iQmetrix with translation services. First contact calls generally precede every business partnership and are normally completed only after the respective business-development or sales representatives have prepared for the call by learning the basics about the other side's organization-in particular, whether there is a good fit between what the buyer needs and what the supplier can provide in terms of quality, cost, and capabilities of service.

This negotiation exercise simulates the 2015 negotiation between senior leadership at iQmetrix, a Regina-based point of sale software firm, and Humanity, a San Francisco-based provider of a human resources module that iQmetrix seeks to bundle into its software product. The exercise is unique in that it occurs in a mediated environment where both parties only interact over email. There is no face-to-face interaction, leaving both sides to negotiate an effective agreement while communicating solely through email. Use with 9B16C025.

Supplement to product 9B16C024.

This negotiation exercise simulates the 2015 negotiation between senior leadership at iQmetrix, a Regina-based point of sale software firm, and Humanity, a San Francisco-based provider of a human resources module that iQmetrix seeks to bundle into its software product. The exercise is unique in that it occurs in a mediated environment where both parties only interact over email. There is no face-to-face interaction, leaving both sides to negotiate an effective agreement while communicating solely through email.

Supplement to case W16482.