In a six-party negotiation exercise, the TNDA Corp. plans to sell the Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This instance includes confidential information for the Pearl Equity Partners management job.
Challenges include the best way to set up and execute the most promising sale process, come up with the deal that is correct, and choose the best tactical strategy given each party's role and aims. This negotiation exercise draws on and illustrates the "3-D Negotiation" logic of Lax and Sebenius.
PUBLICATION DATE: December 20, 2007 PRODUCT #: 910S05-HCB-SPA
This is just an excerpt. This case is about STRATEGY about STRATEGY & EXECUTION
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PREDICTIVE MULTIPLE REGRESSION MODEL
