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Indian Steel Ltd: Tri-Party Negotiation - The Buyer (A)
內容大綱
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.<br><br>This case involves the buyer and is used with Indian Steel Ltd.: Tri-Party Negotiation – The Seller (B) and Indian Steel Ltd.: Tri-Party Negotiation – The Consultant (C).
學習目標
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:<br><br><ul></li>Understanding the behavioural aspects of a negotiation.</li><li>Enlisting the observations of peers in developing various styles and tactics to use to make or break a deal.</li><li>Developing or sharpen people recognition skills and hence become better managers.</li><li>Learning to disclose only relevant information to the relevant person, as disclosing any excess information may go against making a successful deal.</li></ul>