Subject provides tools to achieve negotiation objectives fairly and responsibly. Develops negotiation skills by active participation in a variety of negotiation settings: price-quantity negotiations, oil price coalition negotiations, auctions and fair division of a valuable art collection. Subject turns to bargaining between two parties over issues: a union negotiates a contract with a city, a sydicator sells a series to a network, a chain negotiates a mall lease. More complex negotiations follow: two teams, one representing an airframe manufacturer and another an airline, re-negotiate a contract, a tri-partite negotiation between the U.S., Japan, and the People's Republic of China over landing rights, unions negotiate terms of privatization of a water works with management. Students negotiate sales terms for items for the coming year between a retail group and a marketer of branded consumer products via electronic mail. No quizzes or papers. Grade depends on effective negotiations with classmates. From course home page: Course Description This course is centered on twelve negotiation exercises that simulate competitive business situations. Specific topics covered include distributive bargaining (split the pie!), mixed motive bargaining (several issues at stake) with two and with more than two parties, auctions and fair division. Ethical dilemmas in negotiation are discussed at various times throughout the course. There are two principal objectives for this course. The first is to provide you with negotiation tools that enable you to achieve your negotiation objectives is a fair and responsible fashion. The second is to learn by doing. That is, we provide a forum in which you actively apply these tools to a wide variety of business oriented negotiation settings.
Students learn about the many types of expenses associated with building a bridge. Working like engineers, they estimate the cost for materials for a bridge member of varying sizes. After making calculations, they graph their results to compare how costs change depending on the use of different materials (steel vs. concrete). They conclude by creating a proposal for a city bridge design based on their findings.
Subject:
Mathematics and Statistics, Science and Technology
This half-term course examines the choices that we make which affect others and the choices others make that affect us. Such situations are known as "games" and game-playing, while sounding whimsical, is serious business. Managers frequently play games both within the firm and outside it - with competitors, customers, regulators, and even capital markets! The goal of this course is to enhance your ability to think strategically in complex, interactive environments. Knowledge of game theory will give you an advantage in such strategic settings. The course is structured around three "themes for acquiring advantage in games": commitment / strategic moves, exploiting hidden information, and limited rationality.
Students learn about the major factors that comprise the design and construction cost of a modern bridge. Before a bridge design is completed, engineers provide overall cost estimates for construction of the bridge. Students learn about the components that go into estimating the total cost, including expenses for site investigation, design, materials, equipment, labor and construction oversight, as well as the trade-off between a design and its cost.
Subject:
Mathematics and Statistics, Science and Technology
No restrictions on your remixing, redistributing, or making derivative works.
Give credit to the author, as required.
Your remixing, redistributing, or making derivatives works comes with some
restrictions, including how it is shared.
Your redistributing comes with some restrictions. Do not remix or make
derivative works.
Copyrighted materials, available under Fair Use and the TEACH Act for US-based
educators, or other custom arrangements. Go to the resource provider to see
their individual restrictions.
