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A shop owner has limited shelf space for display of impulse purchase products near the cash register. He must select only nine to display. Exercise shows the relevance of opportunity cost or resource pricing. By setting an appropriate charge for the shelf space the products self-select for the appropriate shelves.

An essential step in improving productivity is measuring it appropriately. But managers have trouble working with the experts who design and implement measurement systems. When they evaluate and use productivity indexes, managers should keep in mind certain guidelines: The most sophisticated measurement system is not always the best; there is more to manufacturing efficiency than how hard employees work; measurement systems should consider all relevant factors; when comparing the efficiency of plants or companies, comparisons must be fair; managers should be aware of the ambiguities and complexities that afflict all productivity data and, above all, when using systems, put relevance before technical precision or elegance.

On the border between Argentina and Chile, high in the Andes mountains, stands a tall, white statue of Christ, "El Cristo Redentor." It was erected by the Roman Catholic Church in 1904 as a symbol of peace and friendship between the two countries. In late 1978, some 500 youths from the two countries, along with priests and bishops, met at the foot of the statue to pray for peace. At the same time, troops were converging from both sides of the 3000 mile long border. And at sea, the Argentine and Chilean navies were heading south to a small passageway between the Atlantic and the Pacific called the Beagle Channel. This case (Part A) is the first of three parts that describe the Beagle Channel Dispute and the negotiations that took place between Argentina and Chile. Should be paired with HKS822 and HKS823. HKS Case Number 796.0.

On the border between Argentina and Chile, high in the Andes mountains, stands a tall, white statue of Christ, "El Cristo Redentor." It was erected by the Roman Catholic Church in 1904 as a symbol of peace and friendship between the two countries. In late 1978, some 500 youths from the two countries, along with priests and bishops, met at the foot of the statue to pray for peace. At the same time, troops were converging from both sides of the 3000 mile long border. And at sea, the Argentine and Chilean navies were heading south to a small passageway between the Atlantic and the Pacific called the Beagle Channel. This case (Part B) is the second of three parts that describe the Beagle Channel Dispute and the negotiations that took place between Argentina and Chile. Should be paired with HKS821 (Part A) and HKS823 (Part C). HKS Case Number 797.0.

On the border between Argentina and Chile, high in the Andes mountains, stands a tall, white statue of Christ, "El Cristo Redentor." It was erected by the Roman Catholic Church in 1904 as a symbol of peace and friendship between the two countries. In late 1978, some 500 youths from the two countries, along with priests and bishops, met at the foot of the statue to pray for peace. At the same time, troops were converging from both sides of the 3000 mile long border. And at sea, the Argentine and Chilean navies were heading south to a small passageway between the Atlantic and the Pacific called the Beagle Channel. This case (Part C )is the third of three parts that describe the Beagle Channel Dispute and the negotiations that took place between Argentina and Chile. Should be paired with HKS821 (Part A) and HKS822 (Part B). HKS Case Number 798.0.

A three-party negotiation among a company's human resources manager, senior manager, and a supervisor over whether to reverse plans to fire the supervisor's employee. A multi-issue negotiation in which the HR representative is one of the parties. The company is concerned about a decision to retain or fire a newly transferred manager because of an alleged drinking incident.

A three-party negotiation among a company's human resources manager, senior manager, and a supervisor over whether to reverse plans to fire the supervisor's employee. A multi-issue negotiation in which the HR representative is one of the parties. The company is concerned about a decision to retain or fire a newly transferred manager because of an alleged drinking incident.

A three-party negotiation among a company's human resources manager, senior manager, and a supervisor over whether to reverse plans to fire the supervisor's employee. A multi-issue negotiation in which the HR representative is one of the parties. The company is concerned about a decision to retain or fire a newly transferred manager because of an alleged drinking incident.

A three-party negotiation among a company's human resources manager, senior manager, and a supervisor over whether to reverse plans to fire the supervisor's employee. A multi-issue negotiation in which the HR representative is one of the parties. The company is concerned about a decision to retain or fire a newly transferred manager because of an alleged drinking incident.

An introduction to the formal analysis of strategic situations. Ideas of game trees, backwards induction, and dominated strategies are introduced. The methods of backwards induction to find optimal strategies is related to the method of successive eliminations of dominated strategies for games of perfect information.

When managers make decisions, they think forward and backward whether they know it or not. Thinking backward means looking for patterns, linking events, and searching for metaphors that explain causes and effects. Thinking forward entails weighing variables, making calculations, and preparing alternative plans. You will think backward well if you use more than one metaphor to describe a situation, resist the temptation to infer a cause from just one clue, and sometimes look for unexpected causes to explain effects. You will think forward well if you learn when to rely on the computations and models of computer science and how to compensate for the errors they produce.

The Appletons and Bakers own homes on adjacent parcels of land. Larry Appleton has been transferred by his company and is selling his home. The Appletons also own a half lot between their lot and the Bakers' lot, which is too small to be buildable in its own right. The Appletons wish to sell this half lot to the Bakers, because the purchasers of their home are not interested in the half lot, and the Bakers are the only abutters who would be interested.

The Appletons and Bakers own homes on adjacent parcels of land. Larry Appleton has been transferred by his company and is selling his home. The Appletons also own a half lot between their lot and the Bakers' lot, which is too small to be buildable in its own right. The Appletons wish to sell this half lot to the Bakers, because the purchasers of their home are not interested in the half lot, and the Bakers are the only abutters who would be interested.

Bradford, an old New England industrial city, is experiencing an economic boom. The city has recently adopted a 'linkage agreement' policy, requiring developers to make once-off payments to the city to offset infrastructure and housing costs. Curry Corporation ('Curry') is the first developer to propose a major project under the new administration. After meeting with all the appropriate municipal agencies and citizen groups, the only major issue left unresolved in the proposed project is the appropriate size of the linkage payment that Curry should make to the city.

Bradford, an old New England industrial city, is experiencing an economic boom. The city has recently adopted a 'linkage agreement' policy, requiring developers to make once-off payments to the city to offset infrastructure and housing costs. Curry Corporation ('Curry') is the first developer to propose a major project under the new administration. After meeting with all the appropriate municipal agencies and citizen groups, the only major issue left unresolved in the proposed project is the appropriate size of the linkage payment that Curry should make to the city.

Bradford, an old New England industrial city, is experiencing an economic boom. The city has recently adopted a 'linkage agreement' policy, requiring developers to make once-off payments to the city to offset infrastructure and housing costs. Curry Corporation ('Curry') is the first developer to propose a major project under the new administration. After meeting with all the appropriate municipal agencies and citizen groups, the only major issue left unresolved in the proposed project is the appropriate size of the linkage payment that Curry should make to the city.

Four weeks ago, the Bunyon Brothers Construction Company began work on a 77-unit condominium complex at the end of a quiet, wooded, dead-end street named Chestnut Drive. Residents of Chestnut Drive were surprised and angered by this development, but the construction company properly, although quietly, obtained all necessary permits. Recent developments have the neighbors fuming. Among them are noise, speeding trucks, lack of a fence around the site, foul language and habits among the construction workers, and damage to windows and at least one foundation allegedly caused by blasting. The neighbors (a retired executive, a lawyer, a cab-driver, a dentist, a shopkeeper and a carpenter) have arranged a meeting with the construction company (General counsel, a Senior VP, VP for Marketing & Development and VP of Construction Management) in an attempt to correct the situation. Each group will have a preparation meeting before an external negotiation is held.

Four weeks ago, the Bunyon Brothers Construction Company began work on a 77-unit condominium complex at the end of a quiet, wooded, dead-end street named Chestnut Drive. Residents of Chestnut Drive were surprised and angered by this development, but the construction company properly, although quietly, obtained all necessary permits. Recent developments have the neighbors fuming. Among them are noise, speeding trucks, lack of a fence around the site, foul language and habits among the construction workers, and damage to windows and at least one foundation allegedly caused by blasting. The neighbors (a retired executive, a lawyer, a cab-driver, a dentist, a shopkeeper and a carpenter) have arranged a meeting with the construction company (General counsel, a Senior VP, VP for Marketing & Development and VP of Construction Management) in an attempt to correct the situation. Each group will have a preparation meeting before an external negotiation is held.

Four weeks ago, the Bunyon Brothers Construction Company began work on a 77-unit condominium complex at the end of a quiet, wooded, dead-end street named Chestnut Drive. Residents of Chestnut Drive were surprised and angered by this development, but the construction company properly, although quietly, obtained all necessary permits. Recent developments have the neighbors fuming. Among them are noise, speeding trucks, lack of a fence around the site, foul language and habits among the construction workers, and damage to windows and at least one foundation allegedly caused by blasting. The neighbors (a retired executive, a lawyer, a cab-driver, a dentist, a shopkeeper and a carpenter) have arranged a meeting with the construction company (General counsel, a Senior VP, VP for Marketing & Development and VP of Construction Management) in an attempt to correct the situation. Each group will have a preparation meeting before an external negotiation is held.

Four weeks ago, the Bunyon Brothers Construction Company began work on a 77-unit condominium complex at the end of a quiet, wooded, dead-end street named Chestnut Drive. Residents of Chestnut Drive were surprised and angered by this development, but the construction company properly, although quietly, obtained all necessary permits. Recent developments have the neighbors fuming. Among them are noise, speeding trucks, lack of a fence around the site, foul language and habits among the construction workers, and damage to windows and at least one foundation allegedly caused by blasting. The neighbors (a retired executive, a lawyer, a cab-driver, a dentist, a shopkeeper and a carpenter) have arranged a meeting with the construction company (General counsel, a Senior VP, VP for Marketing & Development and VP of Construction Management) in an attempt to correct the situation. Each group will have a preparation meeting before an external negotiation is held.