Case | HBS Case Collection | January 1997

Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (A)

by James K. Sebenius

Abstract

Over several years, Societa Metallurgica Italiana SpA (SMI), a small Italian copper processing firm, successfully completed a number of challenging acquisitions. This case explores SMI's negotiation strategies and tactics, concentrating especially on its acquisition of Trefimetaux from the French giant Pechiney. Concludes as SMI is contemplating the acquisition of a much larger rival, Kabelmetal AG.

Keywords: Mergers and Acquisitions; Cross-Cultural and Cross-Border Issues; Negotiation; Strategy; Manufacturing Industry; France; Italy;

Citation:

Sebenius, James K. "Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (A)." Harvard Business School Case 897-084, January 1997.