Ivey Publishing
Indian Steel Limited: Tri-Party Negotiation - The Seller (B)
Product Number:
9B14C006
Publication Date:
03/07/2014
Revised Date:
07/08/2014 (Data)
Length:
3 pages (2 pages of text)
Product Type:
Case (Gen Exp)
Source:
Ivey
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 seller and is used with Indian Steel Ltd.: Tri-Party Negotiation – The Buyer (A) and Indian Steel Ltd.: Tri-Party Negotiation – The Consultant (C).
Learning Objective:
This role play can be used in an advanced negotiation class in which the issues of multi-party negotiations are to be taught. It presupposes a basic understanding of the concepts of negotiation and addresses the following teaching objectives:

    Understanding the behavioural aspects of a negotiation.
  • Enlisting the observations of peers in developing various styles and tactics to use to make or break a deal.
  • Developing or sharpen people recognition skills and hence become better managers.
  • Learning to disclose only relevant information to the relevant person, as disclosing any excess information may go against making a successful deal.
Issues:
Disciplines:
Organizational Behaviour/Leadership,  International,  Entrepreneurship
Industries:
Manufacturing
Setting:
India, Medium, 2013
Intended Audience:
MBA/Postgraduate
Price:
$4.25 CAD / $4.25 USD Printed Copy
$3.75 CAD / $3.75 USD Permissions
$3.75 CAD / $3.75 USD Digital Download
Associated Materials
Use With: 9B14C005 (3 pages) , 9B14C007 (3 pages)
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