Case Study

Nestlé-Rowntree (B)

18 pages
August 1990
Reference: IMD-3-0424

The (B) case is the second of a three-part series on the L 2.5 billion takeover of Rowntree by Nestle in 1988. Nestle has launched a hostile bid for Rowntree; this case ends at a ‘breaking point’ in the process, and places us in the middle of a critical negotiation session of the most senior executives of the two companies. The case is written from Nestle’s point of view, and raises questions regarding the takeover price and the potential post-acquisition integration and organization structure.

Organizational Structure, Chocolate
Field Research
© 1989
Available Languages
Related material
Teaching note, Video
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