ABSTRACT
The issues at stake are the negotiators' own futures and not just the company's. IMP as an independent company, it is incumbent upon the three IMP parties to seek a solution that takes account of all three parties without severely disadvantaging one of them to the point that they consider the offer from Gatesway to be substantially more attractive. IMP produces high-speed disk drives, for which it owns world patents. Marketing insists that IMP's profitability will be based on revenues generated by IMP's intellectual property, licensing fees and royalties, brand name and co-production deals with original equipment manufacturers. The teams' negotiations may be their last chance to manage the changes close to their view of their interests and to avoid the arbitrary interventions of an outside party. Courses involving participants who work in well-defined divisions, usually of a technological nature, take to IMP with enthusiasm and become fully engaged in the interaction.
