Urban Architecture (A) - The Case Centre

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Case

Reference no. 9A90C017

Subject category: Human Resource Management / Organisational Behaviour

Authors: Harry Lane (Northeastern University); Mark Chow (Western University); Neil R Abramson (Ivey Business School, Western University)

Published by: Ivey Publishing

Originally published in: 1990

Version: 2002-02-26

Length: 11 pages

Topics: Intercultural relations; Negotiation; Imports

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Abstract

The president is returning from a negotiation to become the sole distributor for a manufacturer of art furniture. During his two weeks of negotiation, he has learned some things about the company that made him question whether he should go ahead with the deal.

Location:

USA, Italy

Industry:

Furniture and fixtures

Size:

Small