[DOWNLOAD] "Developing a Strategic Negotiation Plan: Toyota Highlander (Case Notes) (Case Study)" by Journal of the International Academy for Case Studies # eBook PDF Kindle ePub Free

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eBook details

• Title: Developing a Strategic Negotiation Plan: Toyota Highlander (Case Notes) (Case Study)
• Author : Journal of the International Academy for Case Studies
• Release Date : January 01, 2007
• Genre: Law,Books,Professional & Technical,
• Pages : * pages
• Size : 267 KB

Description

CASE DESCRIPTION The primary subject matter of this case concerns the evaluation of gathered information to develop a negotiation plan prior to a consumer's purchase of a sport utility vehicle. Secondary issues examined include the sales process and the increasing role of the Internet in consumers' information search activities. The case has a difficulty level of one (appropriate for freshman level courses) although it may be used through level five (appropriate for first year graduate level) depending on the amount and complexity of background reading assigned. The case is designed to be taught in as little as one class hour, but may be expanded to as many as three class hours depending on the amount of theoretical material discussed by the instructor, if role-play negotiations are carried out, and whether any out-of-class preparations are assigned. The case is expected to require from zero to approximately four hours of outside preparation by students.

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