In a six-party dialogue activity, the TNDA Corp. intends to sell Elcer Products Division to one of four prospective buyers (industrial, financial, U.S., German). This instance contains confidential information for the RubyFibre Enterprises direction job.
Challenges include the way to set up and implement the sales process that is most promising, come up with the deal that is correct, and choose the best tactical strategy given the role and goals of each party. This negotiation exercise draws on and exemplifies the "3-D Negotiation" logic of Lax and Sebenius.
PUBLICATION DATE: December 20, 2007 PRODUCT #: 908035-HCB-ENG
This is just an excerpt. This case is about STRATEGY about STRATEGY & EXECUTION
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