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  • January 1997 (Revised October 2000)
  • Case
  • HBS Case Collection

Lynton V. Harris & Madison "Scare" Garden (A)

By: Michael A. Wheeler and Guhan Subramanian
  • Format:Print
  • | Pages:10
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Abstract

A young entrepreneur, Lynton V. Harris, who successfully staged family-oriented shows in his native Australia and who had several entertainment ventures in the United States, is on the verge of signing an agreement with Madison Square Garden to jointly produce a new Halloween event. Both sides seem committed to the deal; but with the holiday looming, some key issues involving the sharing of profit (and risk) are still to be negotiated, not only between the principals but with key vendors. The continuing negotiations are the focal point of the deal, but the case includes rich descriptions of Harris's prior ventures, specifically how they enhanced his credibility at the bargaining table.

Keywords

Negotiation; Entertainment and Recreation Industry; New York (city, NY)

Citation

Wheeler, Michael A., and Guhan Subramanian. Lynton V. Harris & Madison "Scare" Garden (A). Harvard Business School Case 897-143, January 1997. (Revised October 2000.)
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About The Authors

Michael A. Wheeler

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Guhan Subramanian

Negotiation, Organizations & Markets
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Related Work

    • January 1997 (Revised September 2000)
    • Faculty Research

    Lynton V. Harris & Madison "Scare" Garden (B)

    By: Michael A. Wheeler and Guhan Subramanian
Related Work
  • Lynton V. Harris & Madison "Scare" Garden (B) By: Michael A. Wheeler and Guhan Subramanian
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