Publications
Publications
  • November 2001 (Revised July 2002)
  • Case
  • HBS Case Collection

Discount and Hawkins Critical Moments: Full Transcript

By: Michael A. Wheeler and Gillian Morris
  • Format:Print
  • | Pages:9
ShareBar

Abstract

This case presents a transcript of two professional negotiators of the Discount and Hawkins real estate negotiations. It highlights the challenges of creating value for both sides in the deal and provides a glimpse of how one set of professionals structured an agreement.

Keywords

Agreements and Arrangements; Value Creation; Problems and Challenges; Negotiation Participants; Real Estate Industry

Citation

Wheeler, Michael A., and Gillian Morris. "Discount and Hawkins Critical Moments: Full Transcript." Harvard Business School Case 902-124, November 2001. (Revised July 2002.)

More from the Authors