TEAMS CORNING/VITRO Joint Venture Negotiation Simulation Read: Corning Vitro Assignment: Please come prepared to discuss/negotiate the following questions. What do you consider to be Corning and Vitro’s strengths and weaknesses? Which opportunities and threats do they face as of 1991-1992? An agreement between Corning and Vitro to merge all or some of their glassware divisions would require resolution of the following issues:

Control of product design decisions. Branding policies. Location of manufacturing activities – i.e., What plants serve which markets. Royalties – for use of brand name, designs, or any other intellectual property. Parent ownership levels and any additional equity contributions required. Other considerations. What options are available for handling each of these issues? How are the potential parents likely to view these options?