Indian Steel Ltd: Tri-Party Negotiation - The Consultant (C)

Samish Dalal; Rajiv Agarwal;

商品編號：9B14C007
出版日期：2014/03/07
再版日期：2014/03/05
商品來源：Ivey
商品主題：Entrepreneurship; International Business; Organizational Behaviour/Leadership
商品類型：Case (Gen Exp)
涵蓋議題：Negotiation;cross-border negotiation;intermediary roles;India
難易度：5 - MBA/Postgraduate
內容長度：3 頁
地域：India
產業：Manufacturing;
事件年度：2013

This case presents a role play between a buyer, seller and consultant. In January 2012, India Steel Ltd., a successful, family-owned, mid-sized steel manufacturing company headquartered in India but with agents in Europe, the United States and some parts of the Middle East, is about to enter into a negotiation to buy a steel plant owned by Swedish Steel AB, a large Swedish steel company with more than 7,000 employees working in nine production facilities all over the world. Encouraged by a family friend, India Steel’s CEO has hired an Indian consulting firm to go to Sweden and evaluate the offer.This case involves the consultant and is used with Indian Steel Ltd.: Tri-Party Negotiation – The Buyer (A) and Indian Steel Ltd.: Tri-Party Negotiation – The Seller (B).

教學手冊：8B14C005
補充材料：