Young businessman Lynton V. Harris, who successfully raised a family oriented show in his native Australia, and who had several entertainment companies in the United States is on the verge of signing an agreement with Madison Square Garden to jointly produce new Halloween events. Both sides seem committed to the deal, but with the holiday looming, some of the key issues related to the sharing of profits (and risk) is still to be negotiated, not only between the principles, but with key suppliers. Coordinator continues to negotiate the transaction, but it includes rich descriptions for enterprises Harris, in particular, as they enhanced his credibility at the negotiating table. "Hide
by Michael A. Wheeler, Guhan Subramanian Source: Harvard Business School 10 pages. Publication Date: January 13, 1997. Prod. #: 897143-PDF-ENG
Related Case Solutions & Analyses:
Paul Revere Insurance Co. (C): Competing For the Baldrige Award–The Malcolm Baldrige National Quality Award Exercise
Federal Express: The Money Back Guarantee (D)
Smoke Wars: The Case for and Against the Cigarette Industry
Mercedes Benz Dealership
Ministry of Supply: Will Professionals Demand Its Performance?
LEGO (A): The Crisis
EXTRA-TRAINING I-DEALS: A WIN-WIN-WIN-WIN PROCESS
BUILDING EMOTIONAL ENERGY FOR RENEWAL: NISSAN
JAMAICA PRODUCERS GROUP – TURNAROUND USING DYNAMIC CAPABILITIES
FIZA FARHAN: A YOUNG INSPIRATIONAL SOCIAL ENTREPRENEUR
