In a six-party negotiation activity, the TNDA Corp. plans to sell Elcer Products Division to one of four potential buyers (industrial, monetary, U.S., German). This case includes confidential information for the Elcer Divisional management job.
Challenges include the best way to set up and implement the sales process that is most promising, come up with the deal that is correct, and pick the best tactical strategy given each party's role and objectives. This negotiation exercise draws on and illustrates the "3-D Negotiation" logic of Lax and Sebenius.
PUBLICATION DATE: December 20, 2007 PRODUCT #: 910S02-HCB-SPA
This is just an excerpt. This case is about STRATEGY & EXECUTION
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