This case illustrates a role play between advisor, seller and a buyer. In January 2012, India Steel Ltd., a successful, family-owned, mid-sized steel manufacturing company headquartered in India but with agents in Europe, the United States and some parts of the Middle East, is anticipated to enter into a negotiation to procure a steel plant possessed by the Swedish Steel AB, a big Swedish steel organization with number exceeding 7000 workers working in nine production facilities all over the world.
Reinforced by a family friend, India Steel's CEO has hired an Indian consulting firm to go to Sweden and assess the offer. This case involves the buyer and is used with Indian Steel Ltd.: Tri-Party Dialogue - The Seller (B) and Indian Steel Ltd.: Tri-Party Negotiation - The Adviser (C). Writers Samish Dalal and Rajiv Agarwal are affiliated with SP Jain Institute of Research & Management.
PUBLICATION DATE: March 07, 2014 PRODUCT #: W14021-HCB-ENG
This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE
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