A young entrepreneur, Lynton V. Harris, who successfully staged family-oriented shows in his native Australia and had several entertainment ventures in the U.S., is on the verge of signing an agreement with Madison Square Garden to jointly produce a new Halloween event . Both sides seem determined to the business, but threatens to leave, are some of the key questions that the sharing of profit (and risk) to negotiation, not only between the principles, but they are with key vendors. The co … Read more »

A young entrepreneur, Lynton V. Harris, who successfully staged family-oriented shows in his native Australia and had several entertainment ventures in the U.S., is on the verge of signing an agreement with Madison Square Garden to jointly produce a new Halloween event . Both sides seem determined to the business, but threatens to leave, are some of the key questions that the sharing of profit (and risk) to negotiation, not only between the principles, but they are with key vendors. The continuation of the negotiations are at the center of the deal, but the case includes rich descriptions from Harris Ventures, specifically how they strengthened its credibility at the negotiating table.
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from
Michael A. Wheeler,
Guhan Subramanian
Source: Harvard Business School
10 pages.
Release Date: 13 January 1997. Prod #: 897143-PDF-ENG
Lynton V. Harris & Madison “Scare” Garden View (A) HBR case solution