Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Faculty & Research
  • Faculty
  • Research
  • Featured Topics
  • Academic Units
  • …→
  • Harvard Business School→
  • Faculty & Research→
Publications
Publications
  • March 2012 (Revised August 2014)
  • Case
  • HBS Case Collection

Fiji versus FIJI: Negotiating Over Water

By: Francesca Gino, Michael W. Toffel and Stephanie van Sice
  • Format:Print
  • | Language:English
  • | Pages:17
ShareBar

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.)
  • Educators
  • Purchase

About The Authors

Francesca Gino

Negotiation, Organizations & Markets
→More Publications

Michael W. Toffel

Technology and Operations Management
→More Publications

Related Work

    • March 2012 (Revised October 2012)
    • Faculty Research

    Fiji versus FIJI: Negotiating Over Water (TN)

    By: Francesca Gino, Michael W. Toffel and Stephanie van Sice
    • March 2012 (Revised August 2014)
    • Faculty Research

    Fiji versus FIJI: Negotiating Over Water

    By: Francesca Gino, Michael W. Toffel and Stephanie van Sice
Related Work
  • Fiji versus FIJI: Negotiating Over Water (TN) By: Francesca Gino, Michael W. Toffel and Stephanie van Sice
  • Fiji versus FIJI: Negotiating Over Water By: Francesca Gino, Michael W. Toffel and Stephanie van Sice
ǁ
Campus Map
Harvard Business School
Soldiers Field
Boston, MA 02163
→Map & Directions
→More Contact Information
  • Make a Gift
  • Site Map
  • Jobs
  • Harvard University
  • Trademarks
  • Policies
  • Accessibility
  • Digital Accessibility
Copyright © President & Fellows of Harvard College