This Case is about NEGOTIATIONS, PERFORMANCE MEASUREMENT
PUBLICATION DATE: December 20, 2007 PRODUCT #: 910S02-HCB-SPA
The Elcer Products Transaction Confidential Information for US Industrial ElectroCeramics (US-IND), Spanish Version case solution
In a six-party dialogue activity, the TNDA Corp. intends to sell the Elcer Products Division to one of four prospective buyers (industrial, monetary, U.S., German). This instance includes confidential information for the US Industrial ElectroCeramics (US IND) 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 negotiation exercise draws on and exemplifies the “3-D Negotiation” sense of Lax and Sebenius.