Title

Thermal Coal

Publication Type

Case

Year Completed

6-2016

Abstract

This is a quantified one-on-one procurement negotiation exercise. The negotiation, carried out over a set of eight issues, is between the Regional Sales Manager for Thermal Coal of Earth Energy, a global mining company, and the Acquisition Team Leader for Thermal Coal of National Electric Power, a Malaysian mid-size public utility company.

Through the use of this case, students will prepare for negotiation, experience the process of integrative negotiation, explore the negotiator’s disclosure dilemma and learn to create mutual value and superior agreements. This case will also familiarise students with the concept of Post-Settlement-Settlements.

Keyword(s)

disclosure dilemma, integrative negotiation, negotiation, post-settlement settlements, preparation

Discipline

Asian Studies | International Business | Organizational Behavior and Theory

Research Areas

Organisational Behaviour and Human Resources

Data Source

Field Research

Industry

Energy

Geographic Coverage

Malaysia

Temporal Coverage

2016

Education Level

Executive Education; Postgraduate; Undergraduate

Publisher

Singapore Management University

Case ID

SMU-16-0017

Comments

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