The Elcer Products Transaction: Confidential Information for RubyFibre Enterprises
In a six-party negotiation exercise, the TNDA Corp. plans to sell Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the RubyFibre Enterprises management role. Challenges include how to set up and implement the most promising sales 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.
Collection: HBSP (USA)
Ref: HBS-908035-E
Format: PDF
Number of pages: 7
Publication Date: Dec 20, 2007
Language: English, Spanish
Review date: Apr 24, 2008
What material is included in this case:
Description
In a six-party negotiation exercise, the TNDA Corp. plans to sell Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the RubyFibre Enterprises management role. Challenges include how to set up and implement the most promising sales 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.
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Year: 2007
Geographic Setting: United States
Industry Setting: E-commerce; Online retail; Retail trade
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