Guinness PLC: Managing Negotiations Harvard Case Solution & Analysis

Describes the initiative of Guinness, LLP to review the process by which it allows centralized, maintains and reviews the negotiations that take place around the world on his behalf. Top managers wanted to give regional staff enough discretion to respond to local conditions, while maintaining centralized control and coordination. Includes a detailed description of two of these negotiations, one involving the dissolution of the partnership, the other possible acquisitions. "Hide
by Michael A. Wheeler Source: Harvard Business School 22 pages. Publication Date: Aug 01, 2001. Prod. #: 902009-PDF-ENG

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