In a six-party negotiations exercise that TNDA Corp. plans to ELCER Products Division, one of four potential buyers (industrial, financial, U.S., German) for sale. This case contains confidential information for the U.S. industrial electric ceramic (U.S. IND) 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 is based on motion and I … Read more »

In a six-party negotiations exercise that TNDA Corp. plans to ELCER Products Division, one of four potential buyers (industrial, financial, U.S., German) for sale. This case contains confidential information for the U.S. industrial electric ceramic (U.S. IND) 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.
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James K. Sebenius
Source: exercises
7 pages.
Publication Date: Dec 20, 2007. Prod #: 908 032 PDF-ENG
The ELCER Products Transaction: Confidential Information for U.S. industrial electric ceramic (U.S. IND) HBR case solution