A two-party, multiple-issue dollar-scoring negotiation exercise dealing with the formation and terms of an IT industry joint venture. Subordinates have some progress on various topics, but reached an impasse. Department will now try to reach a resolution.

A two-party, multiple-issue dollar-scoring negotiation exercise dealing with the formation and terms of an IT industry joint venture. Subordinates have some progress on various topics, but reached an impasse. Department will now try to reach a resolution.
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James K. Sebenius
Source: exercises
7 pages.
Release date: 01 May, 2001. Prod #: 801 419 PDF-ENG
Betonn Corp.: Confidential Information Negotiation HBR case solution