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Discount & Hawkins Openings: Video Highlights

By: Michael A. Wheeler
  • Format:Video
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Abstract

This case shows the interactions between two quite different pairs of negotiators, both engaged in working through the final leasing clause between a mall developer and its anchor tenant. It highlights the importance of openings to frame and shape the entire course of the negotiation.

Keywords

Interpersonal Communication; Negotiation; Leasing; Renting or Rental; Competition

Citation

Wheeler, Michael A. "Discount & Hawkins Openings: Video Highlights." Harvard Business School Video Supplement 903-801, July 2002.

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