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GE v Westinghouse in Large Turbine Generators
GE’s Moves in 1963
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GE’s Moves Price book Lower book prices
Simplified pricing including examples Make it easy to determine GE’s 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
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Westinghouse’s Response
Adopt GE book July 64: Announce price increase Publish orders and quotes 64-75 same multiplier/same book prices High demand period
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Key Take Aways Don’t 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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