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  • December 2007 (Revised April 2008)
  • Exercise

The Elcer Products Transaction: Confidential Information for TNDA Corporation

By: James K. Sebenius
  • Format:Print
  • | Pages:7
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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, U.S., German). This case contains confidential information for the TNDA Corporation 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.

Keywords

Negotiation

Citation

Sebenius, James K. "The Elcer Products Transaction: Confidential Information for TNDA Corporation." Harvard Business School Exercise 908-034, December 2007. (Revised April 2008.)
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About The Author

James K. Sebenius

Negotiation, Organizations & Markets
→More Publications

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  • Christiana Figueres and the Collaborative Approach to Negotiating Climate Action By: James K. Sebenius, Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro and Mina Subramanian
  • Aleksander Ceferin and the European Super League By: Thomas Graeber, Nour Kteily, James K. Sebenius and Matthew (Matt) Higgins
  • Russia and Ukraine Are Not Ready for Talks: But They Might Get There If Ukraine Keeps Winning By: James K. Sebenius and Michael Singh
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