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15.067 | Spring 2011 | Graduate

# Competitive Decision-Making and Negotiation

SES # | TOPICS | ASSIGNMENTS | ADDITIONAL MATERIALS | SURVEYS
--- | --- | --- | --- | ---

1 | Anchoring and First Offers Street Streaker | Assignment 1 (PDF) |  | Alper-Raiffa Experiment (PDF) Street Streaker: Results (PDF) Template: Subjective Evaluation Survey (PDF)

2 | Salt Harbor | Assignment 2 (PDF) |  | Salt Harbor: Preparation—Brims (PDF) Salt Harbor: Preparation—Easterly (PDF) Salt Harbor: Results (PDF) Salt Harbor: Subjective Evaluation (PDF)

3 | Oil-Price Negotiation | Assignment 3 (PDF) | Oil pricing game instructions (PDF) Prisoner’s dilemma slides (PDF) | Alpert-Raiffa Experiment No. 2 (PDF) Oil Price Game: Results (PDF)

4 | Nelson Contracting CP Hong Kong vs. MegaMarket U.S.A. | Assignment 4 and e-mail negotiation assignment (PDF) |  | Nelson vs. Amstore: Preparation (PDF) Nelson vs. Amstore: Results (PDF) Nelson vs. Amstore: Subjective Evaluation (PDF)

5 | Jessie Jumpshot - Women’s National Basketball League | Assignment 5 (PDF) | Jessie Jumpshot instructions (PDF) Jessie Jumpshot slides (PDF) Jessie Jumpshot analysis (PDF) | Jessie Jumpshot: Preparation (PDF) Jessie Jumpshot: Results (PDF) Jessie Jumpshot: Subjective Evaluation (PDF)

6 | The Rothman Art Collection | Assignment 6 (PDF) | Simple excess (PDF) Principles for fairness (PDF) |

7 | Stakes of Engagement | Assignment 7 (PDF) |  | The Stakes of Engagement: Preparation—Jacques Parker (PDF) The Stakes of Engagement: Preparation—Marlene Mayberry (PDF) The Stakes of Engagement: Results—Jacques Parker (PDF) The Stakes of Engagement: Results—Marlene Mayberry (PDF)

8 | Alphexo vs. Betonn Corporation | Assignment 8 (PDF) |  | Alphexo Betonn: Subjective Evaluation (PDF) Alphexo Betonn: Results (PDF)

9 | WineMaster.com | Assignment 9 (PDF) |  | Winemaster.com: Preparation (PDF) Winemaster.com: Results (PDF) Winemaster.com: Subjective Evaluation (PDF)

10 | Aerospace Investment | Assignment 10 (PDF) |  | Aerospace Investment: Preparation—Founder (PDF) Aerospace Investment: Preparation—VC (PDF) Aerospace Investment: Results—Founder (PDF) Aerospace Investment: Results—VC (PDF)

11 | Flagship | Assignment 11 (PDF) | Flagship slides (PDF) | Flagship vs. Eureka: Preparation (PDF) Flagship vs. Eureka: Results (PDF) Flagship vs. Eureka: Subjective Evaluation (PDF) Hong Kong vs. MegaMarket USA: Results (PDF)

12 | Welsh Water | Assignment 12 (PDF) |  | Welsh Water: Preparation (PDF) Welsh Water: Results (PDF) Welsh Water: Subjective Evaluation (PDF)

13 | Vitabeer |  |  | Vitabeer: Results (PDF) Vitabeer: Subjective Evaluation (PDF)

## Course Info

##### Instructor

- Prof. Gordon Kaufman

##### Departments

- Sloan School of Management

##### As Taught In

Spring 2011

##### Level

Graduate

##### Topics

- Business
  - Business Ethics
  - Management

##### Learning Resource Types

notes Lecture Notes
assignment Activity Assignments

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