CMI case - Thomas Arnost Negotiations Professor McCabe CMI...

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Thomas Arnost Negotiations Professor McCabe January 17, 2008 CMI Case Study Capital Mortgage Insurance Corporation is in the process of negotiations to acquire Corporate Transfer Services. However, even before the formal negotiation process begins, there seem to be problems arising and there appears to be even more trouble in the foreseeable future. Both parties seem to be approaching the negotiations in entirely the wrong way. CMI made a huge mistake after William Burr of CTS wanted to talk about price in the April 10 th meeting. Franklin Randall admitted that he not done enough research yet and did not have an estimate for CTS’ net worth. CTS, however, made an equally crucial mistake by revealing its eagerness to close the deal. The stakeholders of CTS have made it very obvious that they no longer want to own the company and have even given Randall the impression that the company’s poor performance has even become an embarrassment to them. It is impossible for them to expect to get a high bid for a company that they do not seem to hold in high value in their
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CMI case - Thomas Arnost Negotiations Professor McCabe CMI...

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