Negotiation

Case Solution for American Telephone & Telegraph (AT&T): The AT&T/McCaw Merger Negotiation

Complete Case details are given below :

Case Name :      American Telephone & Telegraph (AT&T): The AT&T/McCaw Merger Negotiation
Authors :           Robert F. Bruner, Michael J Innes, William J. Passer
Source :             Darden School of Business
Case ID :           UV2398
Discipline :        Finance
Case Length :    38 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Set in September 1992, this exercise provides teams of students the opportunity to negotiate terms of a merger between AT&T and McCaw Cellular. AT&T, one of the largest U.S. corporations, was the dominant competitor in long-distance telephone communications in the United States. McCaw was the largest competitor in the rapidly growing cellular-telephone communications industry. Prior to the negotiations, AT&T had no position in cellular communications. This case and its companion (F-1143) are designed to allow students to be assigned roles to play. The case may pursue some or all of the following teaching objectives: exercising valuation skills, practicing strategic analysis, exercising bargaining skills, and illustrating practical aspects of mergers and acquisitions.
 
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Case Solution for The Cinnamon Case: Sales Negotiation (Role Play) – B The Buyer

Complete Case details are given below :

Case Name :      The Cinnamon Case: Sales Negotiation (Role Play) – B The Buyer
Authors :           Samish Dalal, Agarwal Rajiv
Source :             Ivey Publishing
Case ID :            W12259
Discipline :        Negotiation
Case Length :    03 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Supplement for case A.
 
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Case Solution for The Cinnamon Case: Sales Negotiation (Role Play) – A The Seller

Complete Case details are given below :

Case Name :      The Cinnamon Case: Sales Negotiation (Role Play) – A The Seller
Authors :           Samish Dalal, Agarwal Rajiv
Source :             Ivey Publishing
Case ID :            W12258
Discipline :        Negotiation
Case Length :    03 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
The case presents a role play between a buyer and a seller who must negotiate a price for a perishable but rare commodity. The case covers the dilemma faced by buyers and sellers when they are in possession of limited information but must still attempt to negotiate a best-case scenario for themselves. This case involves the seller and is used with The Cinnamon Case: Sales Negotiation (Role Play) – (B) The Buyer.
 
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Case Solution for Indian Steel Ltd: Tri-Party Negotiation – The Consultant (C)

Complete Case details are given below :

Case Name :      Indian Steel Ltd: Tri-Party Negotiation – The Consultant (C)
Authors :           Samish Dalal, Agarwal Rajiv
Source :             Ivey Publishing
Case ID :            W14022
Discipline :        Negotiation
Case Length :    03 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Supplement for Case A and B.
 
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Case Solution for Indian Steel Limited: Tri-Party Negotiation – The Seller (B)

Complete Case details are given below :

Case Name :      Indian Steel Limited: Tri-Party Negotiation – The Seller (B)
Authors :           Samish Dalal, Agarwal Rajiv
Source :             Ivey Publishing
Case ID :            W14020
Discipline :        Negotiation
Case Length :    03 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Supplement for Case A.
 
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Case Solution for Indian Steel Ltd: Tri-Party Negotiation – The Buyer (A)

Complete Case details are given below :

Case Name :      Indian Steel Ltd: Tri-Party Negotiation – The Buyer (A)
Authors :           Samish Dalal, Agarwal Rajiv
Source :             Ivey Publishing
Case ID :            W14021
Discipline :        Negotiation
Case Length :    03 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
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 buyer and is used with Indian Steel Ltd.: Tri-Party Negotiation – The Seller (B) and Indian Steel Ltd.: Tri-Party Negotiation – The Consultant (C).
 
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Case Solution for Job Offer Negotiation Exercise D: People Power Representative Instructions

Complete Case details are given below :
Case Name :      Job Offer Negotiation Exercise D: People Power Representative Instructions
Authors :           E Weinberg, Jean Phillips
Source :             Ivey Publishing
Case ID :            W12230
Discipline :        Organizational Behavior
Case Length :    03 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Supplement for case A, B and C.
 
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Case Solution for Job Offer Negotiation Exercise B: Maximum Motivation Representative Instructions

Complete Case details are given below :
Case Name :      Job Offer Negotiation Exercise B: Maximum Motivation Representative Instructions
Authors :           E Weinberg, Jean Phillips
Source :             Ivey Publishing
Case ID :            W12228
Discipline :        Organizational Behavior
Case Length :    03 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Supplement for case A.
 
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Case Solution for Job Offer Negotiation Exercise A: Maximum Motivation Candidate Instructions

Complete Case details are given below :
Case Name :      Job Offer Negotiation Exercise A: Maximum Motivation Candidate Instructions
Authors :           E Weinberg, Jean Phillips
Source :             Ivey Publishing
Case ID :            W12227
Discipline :        Organizational Behavior
Case Length :    03 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
This is one exercise in a 4-part series entitled Job Offer Negotiation Exercises. This exercise gives participants the opportunity to act as the Maximum Motivation candidate in a job offer negotiation. The purpose of this role-play case series is to give participants the opportunity to experience a job offer negotiation as both the job candidate and the employer. The exercise involves two distinct negotiation scenarios, allowing participants the opportunity to play both roles and to practice and apply concepts and skills learned in the first negotiation session. If desired, only one of the two scenarios can be negotiated if only one hour is available for the activity. One negotiation occurs for a job with a company called Maximum Motivation (A and B cases) and the other is for a job with a company called People Power (C and D cases). Participants work in pairs, with one playing the role of the job candidate and the other playing the role of the company representative. In both scenarios, the company considers the candidate to be the top applicant and would like to finalize the hire. Also in both scenarios, the job candidate has an acceptable alternative – another job offer from a rival company called PerformanceMax – and needs to accept or decline the PerformanceMax offer the next day. Thus, it is important that both sides reach an acceptable employment arrangement during this negotiation, or the candidate will not be hired. When both sides have negotiated an acceptable agreement, or when either partner decides to end the negotiation, the negotiation is over. After group discussion, participants find a different partner who last played the opposite role, switch roles, and complete the second negotiation scenario.
 
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Case Solution for Job Offer Negotiation Exercise C: People Power Candidate Instructions

Complete Case details are given below :
Case Name :      Job Offer Negotiation Exercise C: People Power Candidate Instructions
Authors :           E Weinberg, Jean Phillips
Source :             Ivey Publishing
Case ID :            W12229
Discipline :        Organizational Behavior
Case Length :    03 pages
Solution Sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
Supplement for case A and B.
 
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