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The managing director of Lancaster Financial Inc, must determine how to effectively mediate a potential transaction between the Canadian National Railway (CN) and Canadian Pacific Railway (CP). The transaction involves the purchase by CP of CN''s 50% interest in a partnership combining each partnership''s telecommunications assets. A key element to be dealt with is the widely divergent opinions as to the value of the partnership held by the two parties. The managing director must develop a negotiation strategy/tactics. The case is best utilized in a role playing (negotiations) exercise prior to the class discussion. (A Microsoft Excel spreadsheet is available for use with this case, ''7A96B009''.)