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 management function electroceramic Industrial United States (US-IND). 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 #: 908032-PDF-ENG
Performance of the product Elcer: U.S. Industrial electroceramic Confidential Information (US-IND) Case Solution