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  • January 1997
  • Case
  • HBS Case Collection

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

By: James K. Sebenius
  • Format:Print
  • | Pages:12
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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.
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About The Author

James K. Sebenius

Negotiation, Organizations & Markets
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Related Work

    • January 1997
    • Faculty Research

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

    By: James K. Sebenius
Related Work
  • Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (B) By: James K. Sebenius
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