Indian Steel Ltd: Tri-Party Negotiation - The Consultant (C)
(2 pages of text)
Case (Gen Exp)
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)
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.
India, Medium, 2013
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