Tropical Delights has a new sales manager, Brad Carpenter, who is unwilling to concede anything. TD.

Tropical Delights has a new sales manager, Brad Carpenter, who is unwilling to concede anything. TD insists on full payment of $50 000 for the shipment in situation 1 above. Diane thinks a reduction in price of $15 000 would be fair for BP. Diane consults the legal department of BP and is advised to consider mediation as a means of resolving this dispute. Diane is not optimistic about the prospect of successful mediation in view of her recent dealings with Brad, but she knows that BP needs TD as a supplier of exotic fruit and suspects that TD values her company as a customer. Suggest how Diane might use mediation in this situation. What critical factors should Diane consider in deciding whether to pursue this dispute further?

 

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