Product details

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Published by: Harvard Business Publishing
Originally published in: 2009
Version: 24 April 2008
Length: 7 pages
Data source: Generalised experience

Abstract

This is a Spanish version. 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 Pearl Equity Partners 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

About

Abstract

This is a Spanish version. 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 Pearl Equity Partners 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

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