Case | HBS Case Collection | March 2012 (Revised August 2014)

Fiji versus FIJI: Negotiating Over Water

by Francesca Gino, Michael W. Toffel and Stephanie van Sice


This case examines negotiations between a company and government over natural resources. The Fijian government proposed a substantial increase in its water extraction tax that would only apply to large extractors, and thus to FIJI Water and not to its competitors. FIJI Water responded by calling the increase "discriminatory" and threatening to shut down its operations, but in the end its negotiations resulted in its agreeing to pay the tax increase.

Keywords: Negotiation; Business and Government Relations; Cross-Cultural and Cross-Border Issues; Distribution Industry; Fiji;


Gino, Francesca, Michael W. Toffel, and Stephanie van Sice. "Fiji versus FIJI: Negotiating Over Water." Harvard Business School Case 912-030, March 2012. (Revised August 2014.)