Managing Director of Lancaster Financial Inc, you need to determine how to effectively mediate a potential deal between the Canadian National Railway (CN) and Canadian Pacific Railway (CP). The deal includes the acquisition of 50% interest CP CN in partnership combining telecom assets of each partnership. One of the key elements to be considered is the widely divergent views on the value of partnerships held by both sides. Managing Director shall develop negotiation strategy / tactics. Case it is best to use in role (negotiations) to run up to class discussion. (Microsoft Excel spreadsheet is available for use with this case, the product 796B09). "Hide
by Robert W. White Source: Richard Ivey School of Business Foundation 21 pages. Publication Date: May 14, 1996. Prod. #: 996B09-PDF-ENG
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