In a six-party negotiation activity, the TNDA Corp. intends to sell the Elcer Products Division to one of four prospective buyers (industrial, financial, U.S., German). This case contains confidential information for the TNDA Corporation management role.
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 objectives. This negotiation exercise draws on and illustrates the "3-D Negotiation" sense of Lax and Sebenius.
PUBLICATION DATE: December 20, 2007 PRODUCT #: 910S07-HCB-SPA
This is just an excerpt. This case is about STRATEGY about STRATEGY & EXECUTION
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