Ask Question, Ask an Expert

+1-415-315-9853

info@mywordsolution.com

Ask Management Theories Expert

Case study: Catering debts

Aqua is a national supplier of bottled water. Catero, a contract caterer, is among its clients. Both companies are operating in extremely competitive environments and intend to be in the top three companies in their industry in the next five years. They have numerous outlets in major cities.

Aqua is organised around ten regional distribution centres. These centres bottle and distribute Aqua water products in their own regions. The pricing and invoicing of Aqua is controlled nationally. Regional centres send copies of the delivery notes to national headquarters.  All clients are invoiced by the head office, which receives payments directly, reconciles the amounts received with the amounts owed from the delivery notes, and processes the accounts through its central computer.

A similar arrangement operates at Catero with their local staffs, which operates catering facilities on their clients’ premises, sending to head office reports of the Aqua products they receive. When Catero receives invoices from Aqua, it reconciles these with the value of the products their sites have received, consolidates the amounts owing and issues payment orders to Aqua.

The Financial Director of Aqua reported to the Managing Director that a serious discrepancy had arisen between what Catero had paid and had been invoiced for the last seven months. The discrepancy amounts to $200 000.Despite several representations to Catero’s senior management, Catero is still denying that they owed Aqua this amount.

The Financial Director recommended that their MD should intervene with Catero” s MD and the amount outstanding should be reported to the Board. The annual contract value of Catero to Aqua was $2.2 million, equating to an annual net profit of $240 000. The Financial Director also reported that Catero had threatened to cancel their contract unless the disputed claim was dropped. He felt that the Catero contract must be suspended if Aqua did not receive the money owed.

(problem 1 and problem 2 only refer to the Case Study)

problem 1:

(a) describe the term “Interests” in the context of the negotiation. Determine two interests of Aqua and Catero in this dispute.

(b) Illustrate the term BATNA in the context of negotiation. Suggest probable BATNA that each party can switch to if they fail to agree.

(c)  Elaborate on the term negotiable issues. Determine Aqua negotiable issues and possible ranges of positions.

problem 2:

(a) What do you understand by the dispute resolution?

(b) In the above case study discuss two techniques of dispute resolution that the parties can employ to resolve the dispute.

Management Theories, Management Studies

  • Category:- Management Theories
  • Reference No.:- M97554

Have any Question? 


Related Questions in Management Theories

Assignmentexamine other aspects of supply chain management

Assignment Examine other aspects of supply chain management, including how to optimize capacity and inventory and the trade-offs between capacity and inventory. To prepare for this Collaboration: Review the attached reso ...

In learning session four each student is to submit a 5

In Learning Session Four, each student is to submit a 5 word-processed Staffing Practices Paper. The paper should contain three sections: Section I: The student should describe the corporate recruitment and selection pro ...

Assessment 1 case managementthis assessment is designed to

Assessment 1: Case Management This assessment is designed to allow you to demonstrate your knowledge and skills in case management practices and protocols including: - Develop and utilise case management processes approp ...

Assessment this assignment must be done as part of group

Assessment: This assignment must be done as part of group. Students are to form groups of 4 to 5 (may vary depending on class size) and will be allocated one organization/industry from the following list: 1. Business Sch ...

Assessment type research essaypurpose to allow students to

Assessment Type: Research Essay Purpose: To allow students to research organisational behaviour theory and to enable students to examine and critically analyse one aspect of organisational behaviour in depth. Students wi ...

Assessment critical reflection this assessment is designed

Assessment: Critical Reflection This assessment is designed to allow you to demonstrate your ability to identify the impact of using communication techniques in a counselling capacity. You will be assessed on your abilit ...

Assessment 1 - establish procedures for the management of

Assessment 1 - Establish procedures for the management of payroll Part A 1. What is the purpose of establishing security procedures in relation to payroll information? 2. What legislative requirements exist and apply in ...

Are feedbacks actually beneficial in selecting legitimate

Are Feedbacks Actually Beneficial in Selecting Legitimate Movers and Packers Within present age of technological innovation, persons are buying items on such basis as its online worth in fact it is well maintained by sim ...

Q1 what are performance measurement criteria with respect

Q1. What are performance measurement criteria with respect to quality for assessment of a Supply Chain System as per world class performance system? Q2. Describe the concept of Lean Supply Chain with suitable examples. Q ...

Below is a graphical representation of the keynesian cross

Below is a graphical representation of the Keynesian cross for some country, where the planned aggregate spending line is graphed against the 45° line. Suppose that, in this country, there is an autonomous increase in ag ...

  • 4,153,160 Questions Asked
  • 13,132 Experts
  • 2,558,936 Questions Answered

Ask Experts for help!!

Looking for Assignment Help?

Start excelling in your Courses, Get help with Assignment

Write us your full requirement for evaluation and you will receive response within 20 minutes turnaround time.

Ask Now Help with Problems, Get a Best Answer

A cola-dispensing machine is set to dispense 9 ounces of

A cola-dispensing machine is set to dispense 9 ounces of cola per cup, with a standard deviation of 1.0 ounce. The manuf

What is marketingbullwhat is marketing think back to your

What is Marketing? • "What is marketing"? Think back to your impressions before you started this class versus how you

Question -your client david smith runs a small it

QUESTION - Your client, David Smith runs a small IT consulting business specialising in computer software and techno

Inspection of a random sample of 22 aircraft showed that 15

Inspection of a random sample of 22 aircraft showed that 15 needed repairs to fix a wiring problem that might compromise

Effective hrmquestionhow can an effective hrm system help

Effective HRM Question How can an effective HRM system help facilitate the achievement of an organization's strate