This case is a multi-party M&A negotiation between companies in the liquor business. The target company National Distilleries Corporation (NDC) is the target of two competitors, namely Liquor America (LA) and International Liquor (IL).
• M&A and financial negotiations
• Increasing the number of parties increases complexity, bringing more opportunities but also more risks
• The importance of negotiating the process
• Don´t assume it is a competition before you consider all interests
• Negotiate based on expectation of value (rewards & risks), not of luck
• Legitimacy is what makes sense for the parties
• Avoid irrational or unethical decisions under pressure: lying, use of bargaining tactics, treating others as enemies, agent-principal conflicts of interest, parasitic value creation
- Financial negotiation
- M&A negotiation
- FMCG
- Cross-border transaction
- Competitive bidding
- Managing process from position of low power
- Managing complexity
- Negotiating value, not numbers
- Win-win vs. win-lose
- Legitimacy
- Ethics and negotiation
- Q21314
- Corporate Governance
- Value Creation, Strategy and Implementation
