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Includes a series of three negotiation exercises portraying management/labor relations at ABC over a period of seven years. ABC, initially a family-owned business, had prided itself on its cooperative relationship with its union, Local 190. With the skyrocketing inflation of the 1970s, management considered drastic changes. Management and labor would undergo a series of negotiations over wages, benefits, and work conditions at ABC's main plant in Deloitte, Iowa.

Includes a series of three negotiation exercises portraying management/labor relations at ABC over a period of seven years. ABC, initially a family-owned business, had prided itself on its cooperative relationship with its union, Local 190. With the skyrocketing inflation of the 1970s, management considered drastic changes. Management and labor would undergo a series of negotiations over wages, benefits, and work conditions at ABC's main plant in Deloitte, Iowa.

Supplements the Adam Baxter series.

A multiparty, intraorganizational negotiation exercise involving five vice presidents of human resources at $17.5 billion photography products company. In the midst of reengineering, the five VPs have been told to negotiate the possible alignment of resources in ways that will cut costs and add value to Starlite. They will present the results of their negotiations to the CFO of the company.

Supplements Starlite Corp.: General Information.

Supplements Starlite Corp.: General Information.

Supplements Starlite Corp.: General Information.

Supplements Starlite Corp.: General Information.

A second-year Harvard MBA student considers the pros and cons of three job offers. He identifies several concerns and evaluates each job in terms of how well they meet these concerns. He assesses probabilities for whether the jobs will be successful for him.

Supplements the (A) case.

Presents two methodologies for making decisions in the face of conflicting objectives, pricing out, and additive scoring systems. This material is followed by four exercises designed to develop and test understanding of the basic methodology. The exercises include an MBA who must make a job decision, an MIS manager choosing a database program, and an office manager who must select an office site.

Involves seven canonical decision problems--basic problems in management that arise with surprising frequency. Although these exercises are simplified versions of these problems, they have been written to preserve the "essence" of the decision situations. The problems include product development sequencing, options for flexibility, market research, litigation, inventory decisions under uncertainty, bidding decisions, and choosing among theories.

The notion that the future rests on more than just a whim of the gods is a revolutionary idea. It is also a very young idea. A mere 350 years separate today's risk-assessment and hedging techniques from decisions guided by superstition, blind faith, and instinct. More than any other development, the quantification of risk defines the boundary between modern times and the rest of history. Yet is today's sophisticataed approach to risk management and decision making an unalloyed blessing? What have we gained by the transformation from superstition to the supercomputer? What does it mean that the elaborate apparatus of probability analysis has supplanted hunches and intuition in business, finance, and other areas?

Spreadsheet supplement for case 396241.

Presents two basic principles that underlie the creation of joint gains. Four sources of joint gains--differences in interests, opinion, risk preference, and time preference--are discussed, and simple examples are provided to illustrate the basic concepts.

Discusses the negotiation of a possible trademark infringement involving a German conglomerate and a Taiwanese trading firm.

Supplement to case 396156. Presents a series of multiple choice options to be distributed and discussed in class.

The owner of a shipping company has to make a decision on how best to use the available capacity of one of his vessels.

The essence of business success lies in making sure you're playing the right game. How do you know if it's the right game? What can you do if it's the wrong game? To help managers answer those questions, the authors have developed a framework that draws on the insights of game theory. The primary insight of game theory is the importance of focusing on others. In other words, companies should consider both cooperative and competitive ways to change the game. Who are the participants in the game of business? The authors introduce a schematic map that represents all the players and all the interdependencies among them.

This is a four-player negotiation simulation in which a newly-privatized British water utility must deal with contentious unions and national collective-bargaining agreements. Explores the question of coalitions and multi-lateral negotiations, and the value of interlocking guarantees. This case describes the general scenario.