The Elcer Products Transaction: Confidential Information for Euro Elektrische Keramische Vorrichtungen (Euro EKV), GmbH, Spanish Version Harvard Case Solution & Analysis

In a six-party dialogue activity, the TNDA Corp. intends to sell the Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This instance includes confidential information for the Euro Elektrische Keramische Vorrichtungen, GmbH (Euro EKV) management function.

Challenges include the best way to set up and implement the most promising sale procedure, come up with the right deal, and choose the best tactical approach given the role and aims of each party. This negotiation exercise draws on and exemplifies the "3-D Negotiation" sense of Lax and Sebenius.

The Elcer Products Transaction Confidential Information for Euro Elektrische Keramische Vorrichtungen (Euro EKV), GmbH, Spanish Version case study solution

PUBLICATION DATE: December 20, 2007 PRODUCT #: 910S04-HCB-SPA

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