Fiji versus FIJI: Negotiating Over Water

Posted: 5 Apr 2012

See all articles by Francesca Gino

Francesca Gino

Harvard University - Business School (HBS)

Michael W. Toffel

Harvard Business School

Stephanie van Sice

Harvard Business School

Date Written: March 8, 2012

Abstract

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.

Learning Objective: The case can be taught in MBA and executive level courses on negotiation or conflict resolution to highlight any of the following issues: negotiating over scarce resources in multi-party negotiations, ethics in complex negotiations, and establishing trust in long-term relationships involving negotiation. An analysis of the negotiations and the position of each of the parties allow students to reflect on issues of power, trust, strategic decisions and ethics in negotiations and conflict resolution.

Suggested Citation

Gino, Francesca and Toffel, Michael W. and van Sice, Stephanie, Fiji versus FIJI: Negotiating Over Water (March 8, 2012). Harvard Business School NOM Unit Case No. 912-030, Available at SSRN: https://ssrn.com/abstract=2035032

Francesca Gino (Contact Author)

Harvard University - Business School (HBS) ( email )

Soldiers Field Road
Morgan 270C
Boston, MA 02163
United States

Michael W. Toffel

Harvard Business School ( email )

Boston, MA 02163
United States
617.384.8043 (Phone)

Stephanie Van Sice

Harvard Business School ( email )

Soldiers Field Road
Morgan 270C
Boston, MA 02163
United States

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