• Cementownia Odra (B)

    Supplements the (A) case.
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  • Cementownia Odra (A)

    The Polish government is privatizing Cementownia Odra, a cement firm. Tomasz Budziak, a team leader, is negotiating on behalf of the Polish Ministry of Privatization. Hans-Hugo Miebach, owner of a German cement company, has made an attractive offer; a deal hinges on several issues concerning potential liabilities, a Polish tax credit, land acquisition, and the import of refuse-derived fuel. The case is designed as a simulation in which students actually negotiate, either as Budziak or Miebach, and the need to make contingent arrangements arises naturally. For both Budziak and Miebach, there is uncertainty, sometimes quite substantial, about the extent of liabilities, the likelihood of a tax credit, and the possibility of acquiring requisite quarry land. Provides general information on the Odra negotiation.
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  • Tomasz Budziak

    Provides private information for students assuming the role of Tomasz Budziak in a simulated negotiation of the sale of Cementownia Odra.
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  • Hans-Hugo Miebach

    Provides private information for students assuming the role of Hans-Hugo Miebach in a simulated negotiation of the sale of Cementownia Odra.
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