Mission Rubber Technologies
Mission Rubber Technologies is a manufacturer of couplings for pipes used in construction. The company wants to diversify into the European market to counter market losses in the U.S. A large prospective customer in France (CHP-Chaud Froid Plomberie) is interested in negotiating a large purchasing order. Mission is sending a negotiation team to France to negotiate the contract. The case provides the basis for conducting a sales and contract negotiation.
The case can be used in Sales and Marketing programs to prepare the students for an intricate negotiation with a major customer. It may also be used in a Negotiations course to illustrate the use of a variety of negotiation tactics. The case should be used in conjunction with the CHP-Chaud Froid Plombeerie. The teaching note contains additional confidential information for team preparation.