Company Situation: TUV Inc. is aiming to rebuild its customer base and return to profitability.

Negotiations with Key Supplier: Achieving target costs and pricing is critical for the turnaround.

Challenging Constraint: The troubled financial history of TUV poses the most significant challenge in negotiations. Suppliers may be hesitant to offer favorable terms to a financially unstable company, affecting credit terms, pricing, and trust.

Financial Stability: Ensuring TUV's financial stability is crucial for gaining supplier confidence and securing advantageous terms.

References

ISM. (n.d.). Negotiating with Suppliers: Addressing Financial Constraints.

CIPS. (n.d.). Overcoming Financial Challenges in Supplier Negotiations.