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Teaching Note | HBS Case Collection | July 2002

Discount & Hawkins Critical Moments: Full Transcript, TN

by Michael A. Wheeler and Gillian Morris

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Abstract

Teaching Note for (9-902-124).

Keywords: Real Estate Industry;

Format: Print 17 pages Purchase

Citation:

Wheeler, Michael A., and Gillian Morris. "Discount & Hawkins Critical Moments: Full Transcript, TN." Harvard Business School Teaching Note 903-024, July 2002.

About the Author

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Michael A. Wheeler
Retired Professor of Management Practice

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More from the Author

  • Background Note | HBS Case Collection | January 2005 (Revised February 2018)

    Negotiation Advice: A Synopsis

    Michael Wheeler

    Distills the negotiation advice of more than a dozen general books on negotiation. Compares and contrasts specific prescriptions and organizes the books into five loose categories: win-win or mutual gains negotiation, negotiation analysis, relational negotiation, negotiation in context, and the school of hard knocks. An appendix provides a more extensive bibliography.

    Keywords: Negotiation; Research;

    Citation:

    Wheeler, Michael. "Negotiation Advice: A Synopsis." Harvard Business School Background Note 905-059, January 2005. (Revised February 2018.)  View Details
    CiteView DetailsEducatorsPurchase Related
  • Case | HBS Case Collection | November 1995 (Revised February 2017)

    Luna Pen (A)

    Kathleen McGinn and Michael Wheeler

    Discusses the negotiation of a possible trademark infringement involving a German conglomerate and a Taiwanese trading firm.

    Keywords: Strategy; Law; Negotiation Tactics; Decision Choices and Conditions; Gender; Culture; Trademarks; Power and Influence; Germany; Taiwan;

    Citation:

    McGinn, Kathleen, and Michael Wheeler. "Luna Pen (A)." Harvard Business School Case 396-156, November 1995. (Revised February 2017.)  View Details
    CiteView DetailsEducatorsPurchase Related
  • Supplement | HBS Case Collection | November 1995 (Revised February 2017)

    Luna Pen (B)

    Kathleen McGinn and Michael Wheeler

    Presents a series of multiple choice options to be distributed and discussed in class.

    Keywords: Decisions; Strategy; Negotiation Tactics; Performance Evaluation; Gender; Culture; Power and Influence; Germany; Taiwan;

    Citation:

    McGinn, Kathleen, and Michael Wheeler. "Luna Pen (B)." Harvard Business School Supplement 396-157, November 1995. (Revised February 2017.)  View Details
    CiteView DetailsPurchase Related
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