Set in September 1992, this exercise provides teams of students the opportunity to negotiate terms of a merger between AT & T and McCaw Cellular. AT & T, one of the largest U.S. corporations, was the dominant competitor in long distance communication in the United States. McCaw was the largest competitor in the fast-growing mobile-phone communications industry. Before the negotiations, AT & T had no role in the cellular communication. This case and its companion (F-1143) are the … Read more »

Set in September 1992, this exercise provides teams of students the opportunity to negotiate terms of a merger between AT & T and McCaw Cellular. AT & T, one of the largest U.S. corporations, was the dominant competitor in long distance communication in the United States. McCaw was the largest competitor in the fast-growing mobile-phone communications industry. Before the negotiations, AT & T had no role in the cellular communication. This case and its companion (F-1143) are designed so that students are assigned roles to play. Can follow the case, some or all of the following teaching objectives:. Exercise skills assessment methods, strategic analysis exercise, exercise negotiation skills and shows practical aspects of mergers and acquisitions
«Hide

from
Robert F. Bruner,
Michael J Innes,
William J. register
Source: Darden School of Business
38 pages.
Publication Date: Aug 22, 1996. Prod #: UV2398-PDF-ENG
American Telephone & Telegraph AT & T: AT & T / McCaw Merger Negotiation HBR case solution