Since 1960, SMI quietly made a number of brilliantly negotiated acquisitions in Europe, often acquiring companies a lot more than he did. Despite enormous obstacles, SMI managed to acquire state competitors in Italy and France, as well as tightly held semi-finished copper producer - one of the largest in Europe - the "fortress" of Germany, a country known to be hostile takeover bids from foreign firms. In an interview with the chairman of the operations SMI, copper Florence headquarters of the company, Professor JK Sebenius of Harvard Business School examines negotiation strategies that allowed what was once a little-known firm in Italy consolidate fragmented industry and become one of the leading manufacturers in Europe semi-finished copper. "Hide
by James K. Sebenius Source: Harvard Business School 9 pages. Publication Date: January 14, 1997. Prod. #: 897085-PDF-ENG
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