Located in May 2000, these cases reflect individual perspectives leaders as they approach the negotiations to acquire TSE International Yates valves. The task for the student is to complete the evaluation and analysis of the target buyer and negotiate the price and exchange ratio with contractors. Each case contains financial forecasts only on the side, so an important part in the negotiations is to get other's confidential information, analyze it, and to successfully negotiate a purchase. Cases are relatively simple, and offer as the first exercise in the evaluation and approval of the acquisition of the company.
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by Robert F. Bruner Source: Darden School of Business 16 pages. Publication Date: May 15, 2002. Prod. #: UV0114-PDF-ENG
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