How should the president of a closely held firm negotiate the best possible terms for its sale with the head of business development of an international conglomerate?
How should the president of a closely held firm negotiate the best possible terms for its sale with the head of business development of an international conglomerate?
In this negotiation simulation, students play the role of H.P. Costa, the president and majority stockholder of Rio Copa, a Latin American spice and seasoning company, and P.J. Green, a vice president of business development at CPC International. CPC has targeted Rio Copa as a potential acquisition. Many important points have already been resolved, but Costa and Green must reach agreements on four remaining issues including financing, non-compete periods, family employees, and contingent liability. How can the two parties negotiate the best possible terms for their respective parties?
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