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)

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).