Business Case Studies & Business Publications

Compressor Corporation, Inc.: Pat Divso

Frey, Sherwood C. ...

Case

Compressor Corporation, Inc.: Pat Divso

Frey, Sherwood C. Jr.

QA-0360 | Published April 5, 1987 | 4 pages Case

Collection: Darden School of Business

Product Details

You are Pat Divso, a senior purchasing agent of Compressor Corporation, Inc. (CCI). You have been given a major purchasing assignment to find a solution to the deadlocked price negotiations with Scandia Steel AB, a major supplier of specialty high-carbon and stainless steels, and a strategically critical partner. You are now en route from your Paris office to Sweden where you will meet tomorrow, August 29, 1995, with Kaj Johansson (pronounced Ki), marketing director of Scandia Steel at Scandia’s headquarters in Uppsala.