May 2001 (Revised December 2002)
Exercise

Alphexo Corporation: Confidential Negotiation Information

Format:Print
| Language:English
| Pages:7

Abstract

A two-party, multiple-issue dollar-scoring negotiation exercise dealing with the formation and terms of an IT-industry joint venture. Subordinates have made some progress on several issues but have reached an impasse. Division heads will now attempt to reach a resolution.

Keywords

Negotiation Types; Joint Ventures; Conflict Management; Information Technology; Information Technology Industry

Citation

Sebenius, James K. "Alphexo Corporation: Confidential Negotiation Information." Harvard Business School Exercise 801-418, May 2001. (Revised December 2002.)