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Exercise
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Reference no. 9-908-033
Subject category: Case Method and Specialist Management Disciplines
Authors: James K Sebenius (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2007
Version: 24 April 2008
Length: 7 pages
Data source: Published sources
Topics: Auctions; Competitive bidding; Management controls; Mergers & acquisitions; Negotiation; Private equity
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Abstract

In a six-party negotiation exercise, the TNDA Corp. plans to sell the Elcer Products Division to one of four potential buyers (industrial, financial, US, German). This case contains confidential information for the Euro Elektrische Keramische Vorrichtungen, GmbH (Euro EKV) management role. Challenges include how to set up and implement the most promising sale process, come up with the right deal, and choose the best tactical approach given each party's role and objectives. This negotiation exercise draws on and illustrates the '3-D Negotiation' logic of Lax and Sebenius.
Other setting(s):
2007
Exercise
-
Reference no. 9-908-031
Subject category: Case Method and Specialist Management Disciplines
Authors: James K Sebenius (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2007
Version: 24 April 2008
Length: 7 pages
Data source: Published sources
Topics: Management controls; Auctions; Private equity; Competitive bidding; Negotiation
View full details
Exercise
-
Reference no. 9-908-032
Subject category: Case Method and Specialist Management Disciplines
Authors: James K Sebenius (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2007
Version: 24 April 2008
Length: 7 pages
Data source: Published sources
Topics: Management controls; Auctions; Private equity; Competitive bidding; Negotiation
View full details
Exercise
-
Reference no. 9-908-034
Subject category: Case Method and Specialist Management Disciplines
Authors: James K Sebenius (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2008
Version: 24 April 2008
Length: 7 pages
Data source: Published sources
Topics: Management controls; Auctions; Private equity; Competitive bidding; Negotiation
View full details
Exercise
-
Reference no. 9-908-035
Subject category: Case Method and Specialist Management Disciplines
Authors: James K Sebenius (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2007
Version: 24 April 2008
Length: 7 pages
Data source: Published sources
Topics: Management controls; Auctions; Private equity; Competitive bidding; Negotiation
View full details
Exercise
-
Reference no. 9-908-036
Subject category: Case Method and Specialist Management Disciplines
Authors: James K Sebenius (Harvard Business School); Guhan Subramanian (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2007
Version: 24 April 2008
Length: 7 pages
Data source: Published sources
Topics: Management controls; Auctions; Private equity; Competitive bidding; Negotiation
View full details
Exercise
-
Reference no. 9-910-S04
Spanish language
Subject category: Case Method and Specialist Management Disciplines
Authors: James K Sebenius (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2009
Version: 24 April 2008
Length: 7 pages
Data source: Generalised experience
Topics: Management controls; Mergers & acquisitions; Auctions; Private equity; Competitive bidding; Negotiation
View full details

About

Abstract

In a six-party negotiation exercise, the TNDA Corp. plans to sell the Elcer Products Division to one of four potential buyers (industrial, financial, US, German). This case contains confidential information for the Euro Elektrische Keramische Vorrichtungen, GmbH (Euro EKV) management role. Challenges include how to set up and implement the most promising sale process, come up with the right deal, and choose the best tactical approach given each party's role and objectives. This negotiation exercise draws on and illustrates the '3-D Negotiation' logic of Lax and Sebenius.

Settings

Other setting(s):
2007

Related

Exercise
-
Reference no. 9-908-031
Subject category: Case Method and Specialist Management Disciplines
Authors: James K Sebenius (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2007
Version: 24 April 2008
Length: 7 pages
Data source: Published sources
Topics: Management controls; Auctions; Private equity; Competitive bidding; Negotiation
View full details
Exercise
-
Reference no. 9-908-032
Subject category: Case Method and Specialist Management Disciplines
Authors: James K Sebenius (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2007
Version: 24 April 2008
Length: 7 pages
Data source: Published sources
Topics: Management controls; Auctions; Private equity; Competitive bidding; Negotiation
View full details
Exercise
-
Reference no. 9-908-034
Subject category: Case Method and Specialist Management Disciplines
Authors: James K Sebenius (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2008
Version: 24 April 2008
Length: 7 pages
Data source: Published sources
Topics: Management controls; Auctions; Private equity; Competitive bidding; Negotiation
View full details
Exercise
-
Reference no. 9-908-035
Subject category: Case Method and Specialist Management Disciplines
Authors: James K Sebenius (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2007
Version: 24 April 2008
Length: 7 pages
Data source: Published sources
Topics: Management controls; Auctions; Private equity; Competitive bidding; Negotiation
View full details
Exercise
-
Reference no. 9-908-036
Subject category: Case Method and Specialist Management Disciplines
Authors: James K Sebenius (Harvard Business School); Guhan Subramanian (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2007
Version: 24 April 2008
Length: 7 pages
Data source: Published sources
Topics: Management controls; Auctions; Private equity; Competitive bidding; Negotiation
View full details
Exercise
-
Reference no. 9-910-S04
Spanish language
Subject category: Case Method and Specialist Management Disciplines
Authors: James K Sebenius (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2009
Version: 24 April 2008
Length: 7 pages
Data source: Generalised experience
Topics: Management controls; Mergers & acquisitions; Auctions; Private equity; Competitive bidding; Negotiation
View full details