The six-party talks exercises, TNDA corporation plans to sell Elcer Products Division to one of four potential buyers (industrial, financial, U.S., Germany). This case contains confidential information for Elcer department management roles. Challenges include how to set up and implement the most promising of the sales process, to come up with the right deal, and choose the best tactical approach with regard to the role of each participant and goals. This exercise is based on negotiations and illustrates the "3-D negotiation" The logic of Lax and Sebenius. "Hide
by James K. Sebenius, Guhan Subramanian Source: Exercise 7 pages. Publication Date: December 20, 2007. Prod. #: 908036-PDF-ENG
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