In a six-party negotiations exercise that TNDA Corp. ELCER Products Division plans to one of four potential buyers (industrial, financial, U.S., German) for sale. This case contains confidential information for the ELCER division management role. Challenges include how to set up and implement the most promising sales process to come up with the right quantity, and select the best tactical approach, where each party’s role and objectives. This negotiation exercise comes up and shows the “3-D negot … Read More»

In a six-party negotiations exercise that TNDA Corp. ELCER Products Division plans to one of four potential buyers (industrial, financial, U.S., German) for sale. This case contains confidential information for the ELCER division management role. Challenges include how to set up and implement the most promising sales process to come up with the right quantity, and select the best tactical approach, where each party’s role and objectives. This negotiation exercise comes up and shows the “3-D Negotiation” logic of Lax and Sebenius.
«Hide

from
James K. Sebenius,
Guhan Subramanian
Source: exercises
7 pages.
Publication Date: Dec 20, 2007. Prod #: 908 036 PDF-ENG
The ELCER Products Transaction: Confidential Information for ELCER Products Division President HBR case solution