In a six-party negotiation activity, the TNDA Corp. intends to sell Elcer Products Division to one of four prospective buyers (industrial, monetary, U.S., German). This case contains confidential information for the RubyFibre Enterprises management role.
Confrontation comprise the way to set up and execute the sales process that is most promising, come up with the appropriate deal, and pick the best tactical strategy given each party's role and objectives. This negotiation exercise draws on and illustrates the "3-D Negotiation" sense of Lax and Sebenius.
PUBLICATION DATE: December 20, 2007 PRODUCT #: 910S06-PDF-SPA
This is just an excerpt. This case is about STRATEGY & EXECUTION
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