A question of value / Matthew A. Cronin.

Format:

Book

Author/Creator:

Cronin, Matthew A. (Professor of management), author.

Series:

SAGE Knowledge. Cases.

SAGE Knowledge. Cases

Language:

English

Subjects (All):

Negotiation in business.

Strategic planning.

Physical Description:

1 online resource.

Place of Publication:

London : SAGE Publications: SAGE Business Cases Originals, 2018.

System Details:

text file

Summary:

This case presents an evolving negotiation where SMA and PharmaSciences (pseudonyms) are attempting to acquire a small company Nose-Clear (also a pseudonym) that manufactures a homeopathic sinus congestion remedy. On paper, this looks like an extremely attractive acquisition because of the benefits that come from integrating the homeopathic remedy with the patented muco-adhesive. Such a product provides a clear competitive advantage as the product cannot be copied because of the patent protection, which is not possible with purely homeopathic products. At the same time, the product can be legitimized and proven effective with clinical trials. The market for congestion relief is over $1 billion worldwide, so the upside potential is huge. But what starts out as a negotiation on product becomes a negotiation about people.

Notes:

No ILL or scholarly sharing allowed.

Description based on XML content.

ISBN:

9781526445568

OCLC:

1023542057

Access Restriction:

Restricted for use by site license.