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  • March 2008 (Revised August 2017)
  • Exercise

The Book Deal: Confidential Instructions for the AGENT

By: Deepak Malhotra and Max H. Bazerman
  • Format:Print
  • | Language:English
  • | Pages:2
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Abstract

A two-party negotiation between an Agent representing a new author and an Editor at a large Publishing Firm. The exercise involves a one-issue, zero-sum negotiation concerning the advance on royalties that the publisher will pay to the author.

Keywords

Ethics; Agreements and Arrangements; Negotiation Preparation; Negotiation Tactics; Negotiation Types; Publishing Industry

Citation

Malhotra, Deepak, and Max H. Bazerman. "The Book Deal: Confidential Instructions for the AGENT." Harvard Business School Exercise 908-051, March 2008. (Revised August 2017.)
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About The Authors

Deepak Malhotra

Negotiation, Organizations & Markets
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Max H. Bazerman

Negotiation, Organizations & Markets
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Related Work

    • March 2008 (Revised August 2017)
    • Faculty Research

    The Book Deal: Confidential Instructions for the AGENT

    By: Deepak Malhotra and Max H. Bazerman
Related Work
  • The Book Deal: Confidential Instructions for the AGENT By: Deepak Malhotra and Max H. Bazerman
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