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Case
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Reference no. IMD-3-0796
Published by: International Institute for Management Development (IMD)
Originally published in: 1999
Version: 18.11.2003
Length: 15 pages
Data source: Field research

Abstract

As Whirlpool Corporation embarks on rapid strategy of globalisation, Central and Eastern Europe seems a natural opportunity for expansion. At the same time, Tatramat AS, a leading manufacturer of washing machines in Czechoslovakia, is looking for a Western partner that would allow the company to maintain its competitiveness. The two firms are examining the feasibility of a joint venture. In November 1991, the negotiating teams from the two companies are due to meet in order to finalise the agreement, each side with a list of key issues that need to be addressed in the joint venture contract. Is it possible to reach an agreement that would accommodate the critical interests of both parties? A video 'Whirlpool Tatramat' is available to accompany the case.
Location:
Industry:
Other setting(s):
1991

About

Abstract

As Whirlpool Corporation embarks on rapid strategy of globalisation, Central and Eastern Europe seems a natural opportunity for expansion. At the same time, Tatramat AS, a leading manufacturer of washing machines in Czechoslovakia, is looking for a Western partner that would allow the company to maintain its competitiveness. The two firms are examining the feasibility of a joint venture. In November 1991, the negotiating teams from the two companies are due to meet in order to finalise the agreement, each side with a list of key issues that need to be addressed in the joint venture contract. Is it possible to reach an agreement that would accommodate the critical interests of both parties? A video 'Whirlpool Tatramat' is available to accompany the case.

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Location:
Industry:
Other setting(s):
1991

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