Cas - Discount and Hawkins: Critical Moments, Full Transcript

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Discount and Hawkins: Critical Moments, Full Transcript

Référence :

9-902-124

Langue

Type

Etude de cas

Catégorie

Négociation/Vente

Sous-catégorie

Negotiation

Collection

HARVARD Business Publishing

Auteur(s)

WHEELER Michael A., MORRIS Gillian

Résumé

This case presents a transcript of two professional negotiators of the Discount and Hawkins real estate negotiations. It highlights the challenges of creating value for both sides in the deal and provides a glimpse of how one set of professionals structured an agreement.

Mots-clés

Financial negotiations;Proposal development;Real estate;Interpersonal communications;Persuasion;Walkaway point;Bargaining and negotiation;Leases;Negotiation

Public

Case (Gen Exp)

Secteur d'activité

Industry Setting: Financial negotiations;Proposal development;Real estate;Interpersonal communications;Persuasion;Walkaway point;Bargaining and negotiation;Leases;Negotiation