Publications
Publications
- March 2024
- HBS Case Collection
Negotiating the Gift of Life (B)
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
Economics; Negotiation; Communication; Diversity; Nonprofit Organizations; Emotions; Mission and Purpose; Health Industry
Citation
Chan, Alex. "Negotiating the Gift of Life (B)." Harvard Business School Supplement 924-021, March 2024.