Competitive Decision-Making and Negotiation

Calendar

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