Rio Copa: A Negotiation Simulation

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?
Robert Bontempo  | Spring 2008
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In this negotiation simulation, students play the role of H.P. Costa, the president and majority stockholder of a Latin American spice and seasoning company, and P.J. Green, a vice president of business development at CPC. CPC International 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?

Case ID: 080402
Supplemental Materials: Teaching Note
This case is used in core curriculum

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