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GE v Westinghouse in Large Turbine Generators
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About This Presentation
Title:
GE v Westinghouse in Large Turbine Generators
Description:
Make it easy to determine GE's bid. Lower book prices ... Adopt GE book. July 64: Announce price increase. Publish orders and quotes ... – PowerPoint PPT presentation
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Provided by:
johnm260
Learn more at:
http://faculty.haas.berkeley.edu
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Transcript and Presenter's Notes
Title: GE v Westinghouse in Large Turbine Generators
1
GE v Westinghouse in Large Turbine Generators
GEs Moves in 1963
2
GEs Moves
Price book
Simplified pricing including examples
Make it easy to determine GEs bid
Lower book prices
Create public multiplier 0.76 to discount
book prices
No exceptions to book x multiplier
Price protection clause
Audit from KPMG
Publish list of orders and quotes
3
Westinghouses Response
Adopt GE book
July 64 Announce price increase
Publish orders and quotes
64-75 same multiplier/same book prices
High demand period
4
Key Take Aways
Dont give up
Clarity of pricing/threats
Commitment in the form of price protection
Steps to show mutual trust
Game theory matters in turning around an
unpromising business landscape.
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