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 TNDA Management Corporation. The challenges include how to configure and start up? In carrying out the process of 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.
James K. Sebenius
Release Date: December 20, 2007. Prod #: 908034-PDF-ENG
The operation ELCER products case solution Confidential Information TNDA Corporation