Supplement | HBS Case Collection | July 2002

Discount & Hawkins Openings: Video Highlights

by Michael A. Wheeler


This case shows the interactions between two quite different pairs of negotiators, both engaged in working through the final leasing clause between a mall developer and its anchor tenant. It highlights the importance of openings to frame and shape the entire course of the negotiation.

Keywords: Interpersonal Communication; Negotiation; Leasing; Renting or Rental; Competition;


Wheeler, Michael A. "Discount & Hawkins Openings: Video Highlights." Harvard Business School Video Supplement 903-801, July 2002.