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15.067 | Spring 2011 | Graduate

# Competitive Decision-Making and Negotiation

SES # | TOPICS | TYPES OF NEGOTIATIONS | KEY DATES
--- | --- | --- | ---

1 | Anchoring and First Offers Street Streaker | Introduction to distributive bargaining | Assignment 1 due

2 | Salt Harbor | Distributive bargaining | Assignment 2 due

3 | Oil-Price Negotiation | Repeated interactions | Assignment 3 due

4 | Nelson Contracting CP Hong Kong vs. MegaMarket U.S.A. | Introduction to integrative bargaining | Assignment 4 due Begin e-mail negotiation on CP Hong Kong vs. MegaMarket U.S.A.

5 | Jessie Jumpshot - Women’s National Basketball League | Contingency contracts | Assignment 5 due

6 | The Rothman Art Collection | Fair division | Assignment 6 due

7 | Stakes of Engagement | Balanced concerns | Assignment 7 due

8 | Alphexo vs. Betonn Corporation | Integrative bargaining | Assignment 8 due

9 | WineMaster.com | Integrative bargaining | Assignment 9 due

10 | Aerospace Investment | Balanced concerns | Assignment 10 due

11 | Flagship | Within and between teams negotiations | Assignment 11 due CP Hong Kong vs. MegaMarket U.S.A. email negotiation due

12 | Welsh Water | Four party negotiations, sequencing | Assignment 12 due

13 | Debrief Welsh Water and CP Hong Kong vs. MegaMarket U.S.A. Course Recap | Integrative bargaining |

## 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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