Case Study Analysis and Solutions

Case ID: 912030

Abstract:
Case Solution & Analysis for Fiji versus FIJI: Negotiating Over Water by Francesca Gino, Michael W. Toffel, Stephanie van Sice
This case examines negotiations between a company and government over natural resources. The Fijian government proposed a substantial increase in its water extraction tax that would only apply to large extractors and thus to FIJI Water and not to its competitors. FIJI Water responded by calling the increase "discriminatory" and threatening to shut down its operations, but in the end its negotiations resulted in its agreeing to pay the tax increase.

Keywords:
Business & government relations, Business ethics, Cross cultural business etiquette, Cross cultural relations, Distribution, Incubators, Negotiation, Zero sum negotiations, Fiji versus FIJI Negotiating Over Water Case Solution

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