Supplement | HBS Case Collection | June 2002 (Revised March 2011)

Discount & Hawkins Openings: Highlights of the Transcript

by Michael A. Wheeler


This case presents a transcript of a video that illustrates two possible ways that two professional negotiators might perform in a negotiation simulation. It ighlights two possible "openings" of the negotiation, displaying possible ways value might be created and/or claimed.

Keywords: Value Creation; Negotiation Tactics;


Wheeler, Michael A. "Discount & Hawkins Openings: Highlights of the Transcript." Harvard Business School Video Supplement 902-225, June 2002. (Revised March 2011.)