;#Faculty News;# | HBR Blogs | 28 Nov 2012
Case Study: Time to Play Hardball?
by Francesca Gino
"What other options do we have?" Alan Carroll asked his team. He stood at a whiteboard that was covered with notes. The general counsel for Mariana Ash, a Los Angeles-based cosmetics company, Carroll was leading a brainstorming session ahead of a scheduled negotiation with Gerald Palacios, the governor of the Northern Mariana Islands.

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