A customer of the German subsidiary of Computer Corp, a US based manufacturer, asked for quotes on a major order for 500 workstations. Although the purchaser’s corporate office had negotiated a global account agreement with Computer Corp’s corporate office, the purchaser’s German subsidiary wanted a price below the minimum specified in the global agreement arguing the order was large and deserved extra volume discounts. As Computer Corp's German subsidiary was a profit centre and it wanted...

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4.2.2 Negotiate terms

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