Module Note | March 2007 (Revised October 2007)

Negotiating Effectively in Family Business Systems

by Deepak Malhotra and John A. Davis

Abstract

Explores how families in business can apply five principles of negotiation that are used effectively by non-family members. The distinctive characteristics of family relationships and of family business systems--which affect the use of these principles--are described.

Keywords: Family Business; Negotiation; Family Ownership;

Citation:

Malhotra, Deepak, and John A. Davis. "Negotiating Effectively in Family Business Systems." Harvard Business School Module Note 807-144, March 2007. (Revised October 2007.)