Publications
Publications
  • June 2002 (Revised March 2011)
  • Supplement
  • HBS Case Collection

Discount & Hawkins Openings: Highlights of the Transcript

By: Michael A. Wheeler
  • Format:Print
  • | Pages:4
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Abstract

This case presents a transcript of a video that illustrates two possible ways that two professional negotiators might perform in a negotiation simulation. It ighlights two possible "openings" of the negotiation, displaying possible ways value might be created and/or claimed.

Keywords

Value Creation; Negotiation Tactics

Citation

Wheeler, Michael A. "Discount & Hawkins Openings: Highlights of the Transcript." Harvard Business School Video Supplement 902-225, June 2002. (Revised March 2011.)

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