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Blue Star: The Compressor Conundrum
Blue Star, based in Mumbai, was one of India’s leading multinational companies and manufacturers of air conditioning and refrigeration systems. It faced a key challenge to reduce the cost of compressors, a major component of air conditioners. Its supplier was Beijing Cooling Systems (BCS), one of the world's largest manufacturers of compressors. Blue Star’s need for cost reduction was pivotal to the negotiation, but BCS also had a position of strength as a seemingly-indispensable supplier of compressor technology. This created a complex scenario where the Blue Star team had to negotiate skillfully to achieve the desired cost reduction without compromising its crucial partnership with BCS. -
Is That an Order?
In August 2022, a student pursuing his master of business administration degree in Mumbai at one of India’s top business schools found himself in a despondent situation as he prepared his curriculum vitae (CV) to apply for an internship position at Golden Tobacco Company. He had written an email to his former project supervisor (a senior fellow of the MIT Media Lab at the Indian Institute of Technology Bombay), requesting him to approve the project the student had worked on under his supervision as relevant experience for the internship position. In response, the student received an email from his supervisor with one terse line: “Is this an order?” With a deadline that very evening to submit the CV, the student was in a tizzy. Where had he gone wrong in his email to prompt the terse reply from his former supervisor? How could he fix the situation? And how could he prevent such a situation when writing emails in the future?