Publications
Publications
- March 2024
- HBS Case Collection
Negotiating the Gift of Life (A)
By: Alex Chan
Abstract
Describes a negotiation where lives are truly at stake, where key lessons on persuasion and the role that identity might play in a negotiation are on display through an effort by a frontline negotiator from OneLegacy, the US's largest organ procurement organization. As the CEO outlines the core strategy and philosophy of this non-profit organization of negotiators in the backdrop of an extremely challenging negotiation between the frontline staff and the family of a recently deceased person. Provides insight into various negotiating situations where classical value creation and claiming are less directly applicable, and where team diversity can generate productive benefits.
Keywords
Citation
Chan, Alex. "Negotiating the Gift of Life (A)." Harvard Business School Case 924-020, March 2024.