Case study: international business negotiations
1. Why do you think the results of the first negotiation were so skewed in favor of Enron? 2. In the second round, Enron appears to have traded off equity ownership for increased capacity. Its reduction in tariff of 1 cent per KwH appears to have been absorbed by the larger production quotas and the use of lower-priced naphtha fuel. Why was Enron willing to […]