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Two-party negotiation between agents for an opera singer and an opera house regarding a possible contract for an upcoming production. Sally Soprano is a distinguished soprano who is now somewhat past her prime. She has not had a lead role in two years, but would like to revive her career. The Lyric Opera has a production scheduled to open in three weeks, but its lead soprano has become unavailable. Lyric's representative has requested a meeting with Sally's agent to discuss the possibility of hiring Sally for the production. Neither knows much about the other's interests or alternatives. There is a wide range of possible outcomes.

Burns & Burns, a law firm, is splitting into two new firms, the smaller of which wants to sell 300 volumes from its library that form a set on a specialized topic. So far they have not received any particularly attractive offer. The small law firm of Jones and Solomon is now interested. Purchasing these books as a used set could save Jones & Solomon money over assembling a new library. Two young lawyers are meeting to discuss whether a deal is possible. Confidential Instructions for the Buyer in the Law Library.

Burns & Burns, a law firm, is splitting into two new firms, the smaller of which wants to sell 300 volumes from its library that form a set on a specialized topic. So far they have not received any particularly attractive offer. The small law firm of Jones and Solomon is now interested. Purchasing these books as a used set could save Jones & Solomon money over assembling a new library. Two young lawyers are meeting to discuss whether a deal is possible. Confidential Instructions for the Seller in the Law Library.

The owner of a professional baseball team is trying to figure out if promotions are having an effect on ticket sales, and if televising games is hurting attendance. He considers renegotiating the television contract.

Seven steps assist managers in evaluating an existing portfolio model or in designing an idiosyncratic approach: establishing the level and unit of analysis; identifying the relevant dimensions; determining the relative importance of the dimensions; constructing a matrix; locating the products or businesses on the relevant portfolio dimensions; projecting the likely position of each product or business on the dimensions; and selecting the desired position for each existing and new product and deciding how to allocate resources among these products.

Eight days ago, Tulian rebels attacked a police station in the Tulian President's hometown of Toji. In retaliation, Tulian troops attacked a rebel camp 20 miles inside neighboring Ibad. The troops were withdrawn, but yesterday rebel forces backed by Ibadi troops invaded southern Tulia and advanced on Toji with the announced intention of pressing on to the Capital to overthrow the President. The President has requested Organization of African Unity (O.A.U.) intervention, and the O.A.U. has called for a cease-fire and sent a delegation to a neighboring neutral country to meet with representatives of Tulia and Ibad.

Confidential Instructions for Tulian Negotiators for "Tulia and Ibad", PON625.

Confidential Instructions for Ibadi Negotiators for "Tulia and Ibad", PON625.

Confidential Instructions for OAU Mediators for "Tulia and Ibad", PON625.

With the use of charts and examples, gives a detailed description of cash flows, the time value of money, and discounted cash flow analysis.

Presents the results of a computer simulation of aircraft hull insurance. Discussion will focus on the interpretation of the results described. Designed to be handed out in class. Rewrite of an earlier supplement by P. Vatter.

Concerns the settlement of an automobile insurance claim. A woman, blinded in an accident, alleges that approximate cause of the accident was failure by Sorensen Chevrolet to connect the left headlight of her car. The student is asked for a strategy for settling the case, to decide who is to negotiate, and to assess the handling of the case to date.

Covers events between February 1974 and September 1974.

Covers events between September and December 1974.

Covers events between November 1973 and February 1974.

A cognitive style model provides some explanation of the processes affecting managers' assessment of their environment. Systematic thinkers tend to look for methods, make plans, define the quality of solutions in terms of method, discard alternatives quickly, conduct ordered searches for additional information and complete all steps of the analysis they have begun. Intuitive thinkers keep the overall problem continuously in mind, redefine the problem frequently, rely on hunches, consider a number of alternatives simultaneously and explore and abandon hunches quickly.

Provides details of the mining agreement between Bougainville Copper and the government of Papua New Guinea; some historical, cultural, social, political, and economic information on Papua New Guinea; and historical and financial information on Bougainville Copper. Designed for use in negotiation planning and bargaining studies from either the government's or the company's point of view.

Maxco and Gambit are bidding for an oil lease. Gambit will soon know the value of the lease with some precision. Maxco is bidding with no such precise information. The objective is to get the student to think hard about how Gambit will bid before deciding on Maxco's strategy.

Two Corning Glass Works products illustrate the use of various forecasting techniques. Managers and forecasters should consider three issues when approaching a forecasting problem: the purpose of the forecast, the dynamics and components of the system, and the importance of the past in estimating the future. The three basic forecasting methods are qualitative techniques, time series analysis and projection, and causal methods. A gatefold chart presents several examples of each type of technique, its feaures, and limitations. Although sales forecasting primarily has used forecasting techniques, these techniques will be applied increasingly to forecasting margins, capital expenditure, and other important factors.

Comparison of alternative hull insurance policies. Risk analysis. Simulation suggested as solution procedures.