|Title||Business and Commercial Dispute Negotiation Role-Play: Technology Equipment Partners|
|Year of Publication||2005|
|Authors||Brenner, T, Susskind, L|
|Keywords||agreement, agreements, alternatives, create value, mutual gain, mutual gains, negotiate, negotiated agreement, negotiation, negotiation process, negotiations, negotiator, negotiators, Technology Equipment Partners|
Two-team, six-party, four-issue negotiation between representatives of two corporations setting up a simultaneous high-tech joint venture and purchasing agreement.
|Full Text|| |
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.