| Title | Business and Commercial Dispute Negotiation Role-Play: Technology Equipment Partners |
| Publication Type | Miscellaneous |
| 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 |
| Abstract | Two-team, six-party, four-issue negotiation between representatives of two corporations setting up a simultaneous high-tech joint venture and purchasing agreement. |
| URL | http://www.pon.harvard.edu/shop/technology-equipment-partners/ |
| 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. |
Business and Commercial Dispute Negotiation Role-Play: Technology Equipment Partners
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