Publications
Publications
- March 2008 (Revised August 2017)
The Book Deal: Confidential Instructions for the AGENT
By: Deepak Malhotra and Max H. Bazerman
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.)
About The Authors
