In a six-party negotiation exercise, the TNDA Corp. plans to sell Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the RubyFibre Enterprises management role. Challenges include how to set up and implement the most promising sales process, come up with the right deal, and choose the best tactical approach given each party's role and objectives. This negotiation exercise draws on and illustrates the "3-D Negotiation" logic of Lax and Sebenius. Must be used with: (908031) The Elcer Products Transaction: Confidential Information for Pearl Equity Partners; (908032) The Elcer Products Transaction: Confidential Information for US Industrial ElectroCeramics (US-IND); (908033) The Elcer Products Transaction: Confidential Information for Euro Elektrische Keramische Vorrichtungen (Euro EKV), GmbH; (908034) The Elcer Products Transaction: Confidential Information for TNDA Corporation; (908036) The Elcer Products Transaction: Confidential Information for Elcer Products Division President.

【書誌情報】

ページ数：7ページ

サイズ：A4

商品番号：HBSP-908035

発行日：2007/12/20

登録日：2008/5/22