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.

Inspection copies and teaching notes are available for university faculty. To receive an inspection copy and teaching note, please email cmpshop [at] smu.edu.sg with your registered faculty email ID and a link to your contact information on the faculty directory at your university as verification. An inspection copy and teaching note will then be sent to your faculty email account.

SMU Faculty/Staff can download the case & teaching note on iNet with your SMU login ID & Password via the following links:

·             The Case (SMU-16-0017 SELLER)

·             The Case (SMU-16-0017 BUYER)

·             Teaching Note (SMU-16-0017TN)

·             Teaching Note (SMU-16-0017 EXCEL)

For purchase of the case and supplementary materials via The Case Centre, please access the following links:

·             The Case (SMU-16-0017 SELLER)

·             The Case (SMU-16-0017 BUYER)

·             Teaching Note (SMU-16-0017TN)

·             Teaching Note (SMU-16-0017 EXCEL)

For purchase of the case and supplementary materials via Harvard Business Publishing, please access the following links:

·             The Case (SMU-16-0017 SELLER)

·             The Case (SMU-16-0017 BUYER)

·             Teaching Note (SMU-16-0017TN)

·             Teaching Note (SMU-16-0017 EXCEL)