CHRISTIAN L.

PARALEJAS
2019-145361

NEGOTIATION CHAPTER SUMMARY

The Chapter started with Jan and his partners deliberating whether they should settle with
Grace or gamble the case in another trial considering that the judge may strike out some of the
plaintiff’s due the date given by the jury’s verdict.

Faced with financial problems, Gordon had cashed the retirement plans of the firm to keep the
firm afloat thru October. The negotiation for the settlement began when Keating had arranged
a meeting with Eustis, the executive vice-president and general counsel of Grace.

The partners then debated as to value of the Woburn case and arrived that it is still valued at
25,000,000 USD. However, tensions rose when Conway suggested 10 Million USD as the
settlement offer. During the Meeting with Eustis in the Lafayette Hotel, they agreed to meet in
New York on August 7.

In New York, the partners were seeing both bad and good omens concerning their luck in the
upcoming settlement. However, their presumptive good luck turned when they were offered 6.6
Million Dollars as settlement. They did not accept and went back to Boston.

After flying out to New York again, Jan had met again with Eustis and told him that their cost is
16.2 Million. The negotiation ended and told Eustis’ secretary that he can reach him in Boston.
However, the partners waited for the phone to ring but no such call happened.

Jan next met Eustis in the courtroom wherein an argument for a new trial was made. Jan then
conferred with the Woburn families, and told them that Grace is offering to settle and asked
them if they were willing to continue with the case together. The plaintiffs’ agreed to proceed
united for a new trial.

During the partners’ deliberation as to how to proceed with the second phase, Eustis called and
offered them a settlement of 8 Million USD. The partners argued and protested that they should
close the case and accept the offer.

The Chapter ended with Jan asking for his credit card, his suits, and a trip to Hawaii.