Subject category:
Case Method and Specialist Management Disciplines
Published by:
Harvard Business Publishing
Version: 24 April 2008
Length: 7 pages
Data source: Generalised experience
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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