Product Overview

This case and “DOSA Motor Manufacturing” (UVA-OM-1349) 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. The cost models developed by DOSA, however, do not match those developed by TONA.

Learning Objectives

Strategies for two-party negotiations: Operations analysis Purchasing strategy