Conflict Essay

2499 WordsMay 19, 201410 Pages
PREPARING FOR CONFLICT AND NEGOTIATION A CASE STUDY ON DAVID OUT-NEGOTIATING GOLIATH: APOTEX AND BRISTOL-MYERS SQUIBB Table of Contents CASE STUDY: DAVID OUT-NEGOTIATING GOLIATH: APOTEX AND BRISTOL-MYERS SQUIBB ........................................................................................................................................................................1 THE PROBLEM..........................................................................................................................................2 THE SUMMERY.........................................................................................................................................5 DISCUSSION QUESTIONS AND ANSWERS.....................................................................................10 List of Key Characters Peter Dolan ................................................................................CEO of drug giant Bristol-Myers Squibb Dr. Barry Sherman.....................................................................Head of Canadian drug company Apotex Andrew Bodnar ........................................................................ Dolan’s closest lieutenants The Case On the morning of July 26, Federal Bureau of Investigation agents barged into the plush 44th-floor Manhattan office of Bristol-Myers Squibb Co. bmy -0.31% Chief Executive Peter R. Dolan. The agents sifted through his emails and riffled through his files for several hours, leaving behind a mess.Mr. Dolan didn't let on to subordinates that anything was amiss. That afternoon, he attended a meeting about the company's second-quarter earnings and didn't mention the raid. The next day, he flew to Houston and gave a speech to doctors treating AIDS in Africa. Mr. Dolan has survived many crises in his five years at Bristol-Myers's helm -- in particular a multibillion-dollar

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