This Case is about NEGOTIATIONS, PERFORMANCE MEASUREMENT
PUBLICATION DATE: December 20, 2007 PRODUCT #: 908035-HCB-ENG
The Elcer Products Transaction Confidential Information for RubyFibre Enterprises case solution
In a six-party dialogue activity, the TNDA Corp. intends to sell Elcer Products Division to one of four prospective buyers (industrial, monetary, U.S., German). This instance includes confidential information for the RubyFibre Enterprises direction function. Challenges include the best way to set up and execute the sales process that is most promising, come up with the deal that is appropriate, and pick the best tactical strategy given the role and goals of each party. This negotiation exercise draws on and exemplifies the “3-D Negotiation” sense of Lax and Sebenius.
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