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  • May 2001 (Revised December 2002)
  • Exercise

Alphexo Corporation: Confidential Negotiation Information

By: James K. Sebenius
  • Format:Print
  • | Language:English
  • | Pages:7
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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.)
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About The Author

James K. Sebenius

Negotiation, Organizations & Markets
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