Gibson Guitar Case Study
GIBSON GUITARS CASE STUDY
CONTENTS
1.Summary 2
2.Plan the Negotiation 2
2.1.Music Store Overview and the existing Relation with Gibson 2
2.2.The Lead Negotiator 3
2.3.Identify and Prioritize objectives 3
3.Defining the negotiation strategy 5
3.1.The ocean approach 7
4. Conclusion 8
5.Bibliography 8
1.SUMMARY
The present report intends to briefly describe a negotiation strategy in order to successfully build a global partnership between the world famous guitar manufacture – Gibson and one of the major European retailers in the business - Music Store, a company based in Cologne, Germany.
The report will focus on the power of the knowledge and preparation of possible case scenarios in order to perceive successfully the goals previously defined.
2.PLAN THE NEGOTIATION
In a Negotiation process, information is a key success factor. Is only possible to ensure that our best interests are being met if every detail of the negotiation we’re about to engage was already analyzed.
In order to successfully obtain a plan for the negotiation it’s important to have a set of points well-know. Gathering information and acquire knowledge are important ways to prevent ourselves to be caught unaware and thus losing a great chance for build or gain something.
2.1.MUSIC STORE OVERVIEW AND THE EXISTING RELATION WITH GIBSON
Created in 1972, Music Store is a major retailer of music products. Based in Cologne, Germany, the store is a reference in Europe and conducts its business not only physically in it store but has a major presence on the internet where have become an important player. Music Store invested in an impressive logistical system so it has the capacity to delivery fast to their worldwide clients.
Relating Music Store directly to the guitar business, Music Store has in its catalogue hundreds of guitars, from different price ranges and types of guitars. Their business it is based not only on fast delivery as stated before but also in the
CONTENTS
1.Summary 2
2.Plan the Negotiation 2
2.1.Music Store Overview and the existing Relation with Gibson 2
2.2.The Lead Negotiator 3
2.3.Identify and Prioritize objectives 3
3.Defining the negotiation strategy 5
3.1.The ocean approach 7
4. Conclusion 8
5.Bibliography 8
1.SUMMARY
The present report intends to briefly describe a negotiation strategy in order to successfully build a global partnership between the world famous guitar manufacture – Gibson and one of the major European retailers in the business - Music Store, a company based in Cologne, Germany.
The report will focus on the power of the knowledge and preparation of possible case scenarios in order to perceive successfully the goals previously defined.
2.PLAN THE NEGOTIATION
In a Negotiation process, information is a key success factor. Is only possible to ensure that our best interests are being met if every detail of the negotiation we’re about to engage was already analyzed.
In order to successfully obtain a plan for the negotiation it’s important to have a set of points well-know. Gathering information and acquire knowledge are important ways to prevent ourselves to be caught unaware and thus losing a great chance for build or gain something.
2.1.MUSIC STORE OVERVIEW AND THE EXISTING RELATION WITH GIBSON
Created in 1972, Music Store is a major retailer of music products. Based in Cologne, Germany, the store is a reference in Europe and conducts its business not only physically in it store but has a major presence on the internet where have become an important player. Music Store invested in an impressive logistical system so it has the capacity to delivery fast to their worldwide clients.
Relating Music Store directly to the guitar business, Music Store has in its catalogue hundreds of guitars, from different price ranges and types of guitars. Their business it is based not only on fast delivery as stated before but also in the