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  • June 2001 (Revised September 2010)
  • Exercise

Deal-crafting Toolkit

By: Michael A. Wheeler
  • Format:Print
  • | Pages:12
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Abstract

Illustrates the potential sources of value creation as well as practical barriers to its achievement. Students analyze five brief scenarios that would yield efficient trades over valuation, discount rates, expectations, and risk tolerance, but that might be thwarted by strategic behavior, misaligned frames, interpersonal conflict, or poor process management. In-class discussion prompts deeper understanding of the tensions between creating and claiming value in negotiation.

Keywords

Negotiation Deal; Negotiation Process; Behavior; Valuation; Value Creation

Citation

Wheeler, Michael A. "Deal-crafting Toolkit." Harvard Business School Exercise 801-201, June 2001. (Revised September 2010.)
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About The Author

Michael A. Wheeler

→More Publications

More from the Author

    • Winter 2021
    • Negotiation Journal

    Introduction

    By: Michael A. Wheeler
    • Fall 2020
    • Negotiation Journal

    Christo and Jeanne‐Claude: The Negotiation of Art and Vice Versa

    By: Michael A. Wheeler
    • Negotiation Journal

    The Luck Factor in Negotiation

    By: Michael A. Wheeler and Kimberlyn Leary
More from the Author
  • Introduction By: Michael A. Wheeler
  • Christo and Jeanne‐Claude: The Negotiation of Art and Vice Versa By: Michael A. Wheeler
  • The Luck Factor in Negotiation By: Michael A. Wheeler and Kimberlyn Leary
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