Publications
Publications
- March 2012 (Revised August 2014)
- HBS Case Collection
Fiji versus FIJI: Negotiating Over Water
By: Francesca Gino, Michael W. Toffel and Stephanie van Sice
Abstract
This case examines negotiations between a company and government over natural resources. The Fijian government proposed a substantial increase in its water extraction tax that would only apply to large extractors, and thus to FIJI Water and not to its competitors. FIJI Water responded by calling the increase "discriminatory" and threatening to shut down its operations, but in the end its negotiations resulted in its agreeing to pay the tax increase.
Keywords
Negotiation; Business and Government Relations; Cross-Cultural and Cross-Border Issues; Distribution Industry; Fiji
Citation
Gino, Francesca, Michael W. Toffel, and Stephanie van Sice. "Fiji versus FIJI: Negotiating Over Water." Harvard Business School Case 912-030, March 2012. (Revised August 2014.)
About The Authors
