Exercise | December 2007 (Revised April 2008)

The Elcer Products Transaction: Confidential Information for TNDA Corporation

by James K. Sebenius

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.)