Exercise | June 2001 (Revised September 2010)

Deal-crafting Toolkit

by Michael A. Wheeler

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;

Format: Print 12 pages Find at Harvard

Citation:

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

About the Author

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Michael A. Wheeler
Retired Professor of Management Practice

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