In a six-party negotiation 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 US Industrial ElectroCeramics (US IND) direction function.
Challenges include the best way to set up and execute the most promising sale process, come up with the deal that is right, and choose the best tactical approach given each party's role and aims. This negotiation exercise draws on and illustrates the "3-D Negotiation" sense of Lax and Sebenius.
PUBLICATION DATE: December 20, 2007 PRODUCT #: 910S02-HCB-SPA
This is just an excerpt. This case is about STRATEGY about STRATEGY & EXECUTION
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