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Case
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Reference no. HKS0669.0
Published by: Harvard Kennedy School
Published in: 1986
Length: 7 pages
Notes: For terms & conditions go to www.thecasecentre.org/freecaseterms

Abstract

This is a two-player, multi-attribute negotiation exercise. The companion case is 'The Geodesic Dynamos Case'. Nari is an oil-producing state that wishes to upgrade its air force. With falling oil revenues, it decided to pursue a barter strategy and has entered into negotiations with Geodesic Dynamos, a major defense contractor. The issues at hand are the size of the deal, in terms of both oil and planes; the timing of deliveries; post-sale support by the vendor; guarantees on delivering the oil; level of spare parts provided; and the sophistication of radar equipment. The two parties each receive a utility score depending on the combination of these attributes that pertain to the final agreement that is reached. This exercise fits well as an out-of-class assignment to be undertaken by pairs of students in a course in negotiation, decision analysis or microeconomics.

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Abstract

This is a two-player, multi-attribute negotiation exercise. The companion case is 'The Geodesic Dynamos Case'. Nari is an oil-producing state that wishes to upgrade its air force. With falling oil revenues, it decided to pursue a barter strategy and has entered into negotiations with Geodesic Dynamos, a major defense contractor. The issues at hand are the size of the deal, in terms of both oil and planes; the timing of deliveries; post-sale support by the vendor; guarantees on delivering the oil; level of spare parts provided; and the sophistication of radar equipment. The two parties each receive a utility score depending on the combination of these attributes that pertain to the final agreement that is reached. This exercise fits well as an out-of-class assignment to be undertaken by pairs of students in a course in negotiation, decision analysis or microeconomics.

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