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Business and Commercial Dispute Negotiation Role-Play: Technology Equipment Partners

Title:

Business and Commercial Dispute Negotiation Role-Play: Technology Equipment Partners
Publication Type
:
Miscellaneous
Year of Publication
:
2005

Authors:

Lawrence Susskind
Tracey Brenner
Publication Language
:
eng
Abstract
:
Two-team, six-party, four-issue negotiation between representatives of two corporations setting up a simultaneous high-tech joint venture and purchasing agreement.
Citation Key
:
132

Advanced Sensor Technologies (AST) is a leading manufacturer of chemical sensors. Technology Equipment Partners (TEP) manufactures the type of equipment AST uses to produce its sensors. AST and TEP are meeting to set the terms of a potential joint development and purchasing agreement. Three senior executives from each company will negotiate. They will try to reach agreement on four issues: tool price, order schedule, payment schedule, and intellectual property.