This case examines negotiations between the company and the government over natural resources. The Fiji government a substantial increase in water extraction tax, which would apply only to large prints, and thus Fiji water and not to its competitors. Fiji Water responded by increasing the “discriminatory” and threatens to shut down its operations, but at the end of negotiations led to their agreement to pay the tax increase.

This case examines negotiations between the company and the government over natural resources. The Fiji government a substantial increase in water extraction tax, which would apply only to large prints, and thus Fiji water and not to its competitors. Fiji Water responded by increasing the “discriminatory” and threatens to shut down its operations, but at the end of negotiations led to their agreement to pay the tax increase.
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from
Francesca Gino,
Michael W. Toffel,
Stephanie van Sice
Source: Harvard Business School
17 pages.
Release Date: 8 March 2012. Prod #: 912030-PDF-ENG
Against Fiji Fiji: Negotiating water HBR case solution