American Telephone & Telegraph (AT&T): The AT&T/McCaw Merger Negotiation

Darden Business Publishing Cases

ISSN: 2474-7890

Publication date: 20 January 2017


Set in September 1992, this exercise provides teams of students the opportunity to negotiate terms of a merger between AT&T and McCaw Cellular. AT&T, one of the largest U.S. corporations, was the dominant competitor in long-distance telephone communications in the United States. McCaw was the largest competitor in the rapidly growing cellular-telephone communications industry. Prior to the negotiations, AT&T had no position in cellular communications. This case and its companion (F-1143) are designed to allow students to be assigned roles to play. The case may pursue some or all of the following teaching objectives: exercising valuation skills, practicing strategic analysis, exercising bargaining skills, and illustrating practical aspects of mergers and acquisitions.



Bruner, R.F., Innes, M.J. and Passer, W.J. (2017), "American Telephone & Telegraph (AT&T): The AT&T/McCaw Merger Negotiation", Darden Business Publishing Cases.

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