The Elcer Products Transaction: Confidential Information for Elcer Products Division President Case Solution & Answer

In a six-year negotiating parties, the TNDA Corp. plans to sell products division ELCER to one of four potential buyers (industrial USA, financial, Germany). This case contains confidential information for the role of management Elcer divisions. The challenges include how to configure and implement processes PIECE? The most promising sales come with the deal, and choose the best tactics, given the role and objectives of each party. This exercise is based on negotiation and illustrates the “3-D Negotiation” Lax and Sebenius logic.
by
James K. Sebenius,
Guhan Subramanian
Source: Exercises
7 pages.
Release Date: December 20, 2007. Prod #: 908036-PDF-ENG
The operation ELCER Confidential Case Information Products Solution Products Division Chair Elcer

Related Case Solutions:

The Elcer Products Transaction: Confidential Information for Elcer Products Division President The Elcer Products Transaction: Confidential Information for TNDA Corporation The Elcer Products Transaction: Confidential Information for US Industrial ElectroCeramics (US-IND) The Elcer Products Transaction: Confidential Information for RubyFibre Enterprises The Elcer Products Transaction: Confidential Information for RubyFibre Enterprises The Elcer Products Transaction: Confidential Information for Pearl Equity Partners The Elcer Products Transaction: Confidential Information for TNDA Corporation, Spanish Version The Elcer Products Transaction: Confidential Information for US Industrial ElectroCeramics (US-IND), Spanish Version The Elcer Products Transaction: Confidential Information for RubyFibre Enterprises, Spanish Version The Elcer Products Transaction: Confidential Information for Pearl Equity Partners, Spanish Version