TECHNOLOGY EQUIPMENT PARTNERS – General Instructions
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Publication Date:
January 01, 2005
Industry:
Technology
Industry:
Engineering, Construction & Infrastructure
Industry:
Manufacturing
Source:
Program on Negotiation at Harvard Law School (PON)
This case includes supplements.
Two-team, six-party, four-issue negotiation between representatives of two corporations setting up a simultaneous high-tech joint venture and purchasing agreement. 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.
This is a role play case.
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TECHNOLOGY EQUIPMENT PARTNERS – General Instructions
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