David Lax and Professor James K. Sebenius - Publications - Faculty & Research

Located in Mundelein, IL, Thermo-Impact, Inc. is a rapidly growing, private firm that manufactures automotive bumpers. In 1995, a number of large automotive supply companies and a private equity investment firm offer to buy Thermo-Impact. The cases in this series focus... View Details

Keywords: Private Equity; Valuation; Negotiation Participants; Decision Making; Negotiation Process; Entrepreneurship; Negotiation Offer; Acquisition; Manufacturing Industry; Auto Industry; Illinois

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March 1998
Case

Bumper Acquisition (A2), A: Confidential Information for Medallion Capital, Inc.

By: James K. Sebenius and David T. Kotchen

Located in Mundelein, IL, Thermo-Impact, Inc. is a rapidly growing, private firm that manufactures automotive bumpers. In 1995, a number of large automotive supply companies and a private equity investment firm offer to buy Thermo-Impact. The cases in this series focus... View Details

Keywords: Private Equity; Valuation; Negotiation Participants; Decision Making; Negotiation Process; Entrepreneurship; Negotiation Offer; Acquisition; Manufacturing Industry; Auto Industry; Illinois

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March 1998
Case

Bumper Acquisition (B), A

By: James K. Sebenius and David T. Kotchen

Picks up the negotiation between Thermo-Impact and Medallion Capital where the (A1) and A2) cases leave off. The companies began talks in 1995 when Medallion offered to buy Thermo-Impact. This case brings the negotiation through May 1996. Students view developments... View Details

Keywords: Negotiation Process; Negotiation Tactics; Negotiation Participants; Decision Making; Entrepreneurship; Manufacturing Industry; Auto Industry; Illinois

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March 1998 (Revised August 2000)
Case

Bumper Acquisition (C), A

By: James K. Sebenius and David T. Kotchen

Carries the negotiation between Thermo-Impact and Medallion Capital through October 1996. The companies began talks in 1995 when Medallion offered to buy Thermo-Impact. Students view developments from the perspective of Thermo-Impact's owners and must make decisions... View Details

Keywords: Decisions; Negotiation Process; Negotiation Participants; Entrepreneurship; Acquisition; Manufacturing Industry; Auto Industry; Illinois

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January 1998
Case

From Wall Street to Main Street: Morgan Stanley, Dean Witter, Discover & Co.

By: James K. Sebenius and David T. Kotchen

Designed as a follow-up to Morgan Stanley and S.G. Warburg: Investment Bank of the Future (A). View Details

Keywords: Negotiation; Valuation; Investment Banking; Mergers and Acquisitions; Banking Industry; Financial Services Industry

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January 1998 (Revised November 2003)
Case

Morgan Stanley and S.G. Warburg: Investment Bank of the Future (A)

By: James K. Sebenius and David T. Kotchen

Describes secretive negotiations that took place between the top executives of Morgan Stanley and S.G. Warburg in the fall of 1994, when the two firms were contemplating a merger that would create one of the world's most powerful investment banks. By December, in order... View Details

Keywords: Negotiation; Investment Banking; Mergers and Acquisitions; Consolidation; Banking Industry; Financial Services Industry

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January 1998
Case

Morgan Stanley and S.G. Warburg: Investment Bank of the Future (B)

By: James K. Sebenius and David T. Kotchen

Supplements the (A) case. View Details

Keywords: Negotiation; Valuation; Investment Banking; Mergers and Acquisitions; Consolidation; Banking Industry; Financial Services Industry

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1997
Chapter

The Power of Alternatives or the Limits to Negotiation

By: James K. Sebenius and David Lax

Keywords: Negotiation; Decision Choices and Conditions

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September 1997 (Revised May 1999)
Case

Automated Intelligence Corporation

By: James K. Sebenius and David T. Kotchen

Precision Controls is a Minnesota-based manufacturer of electronic control devices. To enhance its product line, Precision would like to establish an artificial intelligence research group, either through internal development or, preferably, by merging with or... View Details

Keywords: Information Technology; Valuation; Research and Development; Stock Shares; Negotiation Process; Negotiation Tactics; Mergers and Acquisitions; Manufacturing Industry; Electronics Industry; Minnesota

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September 1997 (Revised May 1999)
Case

Precision Controls, Inc.

By: James K. Sebenius and David T. Kotchen

Precision Controls is a Minnesota-based manufacturer of electronic control devices. To enhance its product line, Precision would like to establish an artificial intelligence research group, either through internal development or, preferably, by merging with or... View Details