Case | HBS Case Collection | August 2001 (Revised August 2005)

Guinness PLC: Managing Negotiations

by Michael A. Wheeler


Describes an initiative by Guinness, LLP to revise the process by which it centrally authorizes, supports, and reviews negotiations that are undertaken worldwide on its behalf. Senior managers wished to give regional officers enough discretion to respond to local conditions while still maintaining centralized control and coordination. Includes detailed descriptions of two such negotiations, one involving the dissolution of a partnership, the other a possible acquisition.

Keywords: Partners and Partnerships; Negotiation; Acquisition;


Wheeler, Michael A. "Guinness PLC: Managing Negotiations." Harvard Business School Case 902-009, August 2001. (Revised August 2005.)