DOSA Motor Manufacturing
Laseter, Timothy M...
DOSA Motor Manufacturing
Laseter, Timothy M.; Byme, Silas; Swerdlow, Dorian
OM-1349 | Published September 12, 2008 | 3 pages Case
Collection: Darden School of Business
Product Details
This case and "TONA Foundry" (UVA-OM-1348) provide data for the parties in a negotiation exercise. DOSA is seeking to buy a die-cast aluminum housing for a new motor design and has initiated negotiations with TONA Foundry, the incumbent supplier, for half of the housing in the current design. The new design will reduce some costs according to a cost model developed by TONA, and there are several potential additional opportunities for collaboration in the negotiation.
Strategies for two-party negotiations Operations analysis Purchasing strategy
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