This Case is about MERGERS & ACQUISITIONS, NEGOTIATIONS, PERFORMANCE MEASUREMENT
PUBLICATION DATE: December 20, 2007 PRODUCT #: 910S04-HCB-SPA
The Elcer Products Transaction Confidential Information for Euro Elektrische Keramische Vorrichtungen (Euro EKV), GmbH, Spanish Version case solution
In a six-party dialogue activity, the TNDA Corp. proposes to sell the Elcer Products Division to one of four prospective buyers (industrial, monetary, U.S., German). This instance includes confidential information for the Euro Elektrische Keramische Vorrichtungen, GmbH (Euro EKV) direction function. Challenges include the best way to set up and execute the most promising sale procedure, come up with the deal that is appropriate, and pick the best tactical strategy given the role and goals of each party. This discussion exercise draws on and exemplifies the “3-D Negotiation” sense of Lax and Sebenius.