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  • December 2017
  • Case
  • HBS Case Collection

La Ceiba: Navigating Microfinance and Relationships in Honduras (A)

By: Christine L. Exley, John Beshears and Alison Wood Brooks
  • Format:Print
  • | Language:English
  • | Pages:7
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Abstract

This case follows the program director of La Ceiba, a Honduras-based microfinance institution, as he navigates four challenging negotiation scenarios involving the organization's loan clients. Students are asked to adopt the perspective of the Program Director and to consider how they would act in these negotiation scenarios that are characterized by unclear objectives and severely asymmetric power dynamics. How should they approach negotiation situations in which the power balance is heavily in their own favor? Should they exert this power and engage in a “hard” negotiation approach? Or, are there circumstances where a “soft” negotiation approach is warranted? In addition to helping students develop a framework about when to use soft versus hard negotiation approaches, two of the notable lessons that arise are (i) the role of apologies after misusing power and (ii) how even “using one’s power for good” can translate into paternalistic outcomes.

Keywords

Negotiation; Power; Apology; Negotiation Process; Microfinance; Power and Influence; Situation or Environment

Citation

Exley, Christine L., John Beshears, and Alison Wood Brooks. "La Ceiba: Navigating Microfinance and Relationships in Honduras (A)." Harvard Business School Case 918-014, December 2017.
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About The Authors

Christine L. Exley

Negotiation, Organizations & Markets
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John Beshears

Negotiation, Organizations & Markets
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Alison Wood Brooks

Negotiation, Organizations & Markets
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Related Work

    • December 2017
    • Faculty Research

    La Ceiba: Navigating Microfinance and Relationships in Honduras (B)

    By: Christine L. Exley, John Beshears and Alison Wood Brooks
    • December 2017 (Revised March 2022)
    • Faculty Research

    La Ceiba: Navigating Microfinance and Relationships in Honduras (A) and (B)

    By: Christine L. Exley, John Beshears and Alison Wood Brooks
Related Work
  • La Ceiba: Navigating Microfinance and Relationships in Honduras (B) By: Christine L. Exley, John Beshears and Alison Wood Brooks
  • La Ceiba: Navigating Microfinance and Relationships in Honduras (A) and (B) By: Christine L. Exley, John Beshears and Alison Wood Brooks
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