Exercise | May 2001 (Revised April 2005)

Betonn Corporation: Confidential Negotiation Information

by James K. Sebenius


A two-party, multiple-issue dollar-scoring negotiation exercise dealing with the formation and terms of an IT-industry joint venture. Subordinates have made some progress on several issues but have reached an impasse. Division heads will now attempt to reach a resolution.

Keywords: Negotiation Types; Joint Ventures; Conflict Management; Information Technology; Information Technology Industry;


Sebenius, James K. "Betonn Corporation: Confidential Negotiation Information." Harvard Business School Exercise 801-419, May 2001. (Revised April 2005.)