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  • August 2001 (Revised August 2005)
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Guinness PLC: Managing Negotiations

By: Michael A. Wheeler
  • Format:Print
  • | Pages:22
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Abstract

Describes an initiative by Guinness, LLP to revise the process by which it centrally authorizes, supports, and reviews negotiations that are undertaken worldwide on its behalf. Senior managers wished to give regional officers enough discretion to respond to local conditions while still maintaining centralized control and coordination. Includes detailed descriptions of two such negotiations, one involving the dissolution of a partnership, the other a possible acquisition.

Keywords

Partners and Partnerships; Negotiation; Acquisition

Citation

Wheeler, Michael A. "Guinness PLC: Managing Negotiations." Harvard Business School Case 902-009, August 2001. (Revised August 2005.)
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About The Author

Michael A. Wheeler

→More Publications

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    • Winter 2021
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    The Luck Factor in Negotiation

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  • 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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