The six-party talks exercises, TNDA company plans to sell the division Elcer products to one of the four potential buyers (industrial, financial, U.S., Germany). This case contains confidential information for the U.S. Industrial electroceramics (US-IND) management role. Challenges include how to set up and implement the most promising sales process, think of the right thing, and to choose the best tactical approach in view of 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 Source: Exercise 7 pages. Publication Date: December 20, 2007. Prod. #: 908032-PDF-ENG
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