EKO03 - Klausur vom 19.12.20

Englisch, Französisch...
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Annie87
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Registriert: 02.09.19 09:28

Hallo ihr Lieben,

anbei mal wieder ein aktueller Post. Habe heute die TKO in EKO03 geschrieben.

Detailfragen (5 von 7 mussten beantwortet werden).
1. Explain what BATNA is
2. Explain principled negotiation
3. Differences between hard and soft negotiation
4. Explain PROACT
5. Key to resolution of cultural barriers
6. Name 5 Shell Facts
7. Explain Salami-Tactics and give a brief critical analysis

Komplexaufgaben (Beide mussten bearbeitet werden)

1. Inquiry
A member of my company was at a trade-fair in The Hague and got in contact with company that sells children's clothing and toys.
- Inquiry about catalogue and price
- Information about the manufacturer
- also request terms of delivery and terms of payment

2. Response to a complaint
My company received a complaint about 2000 ball point pens that have not been delivered after 28 days. / Delivery should have been made after 5 days / long-term business relations / we not able to get in contact with us (phone, email etc.)

- the company experienced a fire/all data is gone/had to look for new premises
- grant 15 % discount for the inconvenience
- write apologies and thanking for the patience

Hope that helps for those who still have to write the exam!!
Good luck!!
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