Over several years, Società Metallurgica Italiana SpA (SMI), a small Italian company copper processing, successfully developed a series of sophisticated acquisitions. This case examines SMI negotiation strategies and tactics that focus primarily on the acquisition of Tréfimétaux from the French giant Pechiney. Closes as SMI is considering the purchase of a much larger rival, Cable Metal AG.

Over several years, Società Metallurgica Italiana SpA (SMI), a small Italian company copper processing, successfully developed a series of sophisticated acquisitions. This case examines SMI negotiation strategies and tactics that focus primarily on the acquisition of Tréfimétaux from the French giant Pechiney. Closes as SMI is considering the purchase of a much larger rival, Cable Metal AG.
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from
James K. Sebenius
Source: Harvard Business School
12 pages.
Publication Date: Jan 14, 1997. Prod #: 897084-PDF-ENG
Dr. Sergio Ceccuzzi and SMI: Negotiating cross-border acquisitions in Europe (A) HBR case solution