Negotiating for Fertilizer Harvard Case Solution & Analysis

The business model of OAF is that of a cooperative: OAF distributes them to small farmers who could hardly afford them and purchases resources like seeds and fertilizer in bulk at reduced costs. This case concerns the dialogue that OAF's manager of research and external relations, Moises Postigo, ran to buy fertilizer in the last quarter of 2007.

The case provides a chance for students to examine a real-world deal-making discussion in a developing economy. Several facets of the context of the negotiation and the dialogue procedure itself make for great course discussion. Postigo did a good job preparing for the negotiation, making the case one that stresses proper use of dialogue preparation and sensitive understanding of the discussion atmosphere. Some of the fundamentals that make for good argument comprise the following: OAF was a new organization, unknown to the five important providers of fertilizer in Kenya. The dialogues were wholly conducted by cell phone. Discussions went through periods of request for a bid, discussion with multiple bidders, choice of a provider, and compromise. There were numerous issues, together with price delivery and sort of payment. Postigo was negociate in the shadow of the chance the Kenyan government would begin selling subsidized fertilizer to small farmers.

PUBLICATION DATE: November 01, 2009 PRODUCT #: KEL434-HCB-ENG

This is just an excerpt. This case is about ORGANIZATIONAL DEVELOPMENT

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