Abstract
The cases Wm. Wrigley Jr. (UVA-F-1607) and Incorporated (UVA-F-1612) serve as two sides of a merger negotiation exercise set in April 2008. Students are asked to represent either Mars, the acquirer, or Wrigley, the target company.The Mars–Wrigley multimedia application allows the instructor to collect and analyze the intermediate and final negotiation results and automatically creates a slide deck for final debrief (UVA-F-1612TNP). Excerpt UVA-F-1708 Rev. May 23, 2016 Wm. Wrigley Jr. Company and Mars, Incorporated: Merger Negotiation Application Simulation The cases “Wm. Wrigley Jr. Company” (UVA-F-1607) and “Mars, Incorporated” (UVA-F-1612) serve as two sides of a merger negotiation exercise set in April 2008. Students are asked to represent either Mars, the acquirer, or Wrigley, the target company. Half of the class is assigned the Wrigley case and half the Mars case; students then form teams of two or three on either side. In preparing for the class, students consider strategic, valuation, and negotiation issues as they seek to value Wrigley and negotiate the price Mars should pay Wrigley's shareholders. The negotiation is followed by an in-class debrief and a discussion of the results. . . .
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