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 company information RubyFibre management role. 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
Source: Exercises
7 pages.
Release Date: December 20, 2007. Prod #: 908035-PDF-ENG
The operation ELCER products RubyFibre Confidential Information Solution Business Case
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