1. N EGOTIATION A NALYTICS : CASE 10.5.2016 Jukka Koskenkanto

2. CEO, Co-Founder @ Cloudriven Lecturer @ HSE & Aalto University Negotiation processes Technology management Quantitative methods Spreadsheet applications in business management Oulu University & Kajaani AMK (Aikopa) Gamificate 1 & 2 New technologies Family: Marika, Saana and Isla Sailing enthuasist, orienteer, scout and home renovator Contact information: Jukka.koskenkanto@cloudriven.fi +358 50 560 4607 LinkedIn: fi.linkedin.com/in/koskenkanto/ Twitter: @koskenkanto Skype: jukka.koskenkanto

3. G ENERAL INSTRUCTIONS FOR CASES Every case will be delivered and negotiated on lectures Case reports will be written and returned within 1 week after each case lecture Each report should answer to the questions presented regarding the case Reports must be written per negotiation (combining the reports off all parties included) Grading will be based on case reports

4. L EARNING PROCESS Know your theory Read instructions Plan your negotiation strategy Ask for more instructions Pre-case Implement your negotiation strategy Modify the strategy only based on your reflections Ask for more instructions Negotiation Analyze your negotiation Try to understand why your strategy worked well or failed Be brief Reporting

5. C ASE : O IL P RICING Main learning objectives: Two-party, multiple round, prisoner dilemma, pricing With whom to negotiate role of coalitions Groups of max 6 students (3+3) Alba (country) Batia (country) Schedule 10-15 minutes to prepare with your team member Max 150 minutes for negotiations – based on detailed instructions given for all teams during the process Case reporting instructions after negotiations are completed. Remember to mark your attendance also (cannot be marked next week) Materials: General instructions (1 copy per negotiating party)

6. R EPORTING INSTRUCTIONS Maximum of 2 pages per party (4 per negotiation) + cover sheet List students (names + student numbers) of each party on cover sheet (+identify the party specific report with party name) Include the bids of each round from both parties in a combined table Answer to following questions How did you prepare for the case? What were the strategies of each party? Did they change during the process? How did you decide about your bid? If there were different opinions how did you choose which bid to take? What message did you send with your different bids? Did the opposite party understand the message and act based on it? How did bids from previous rounds affect your decisions? If you had an opportunity to make an agreement about future bids with the opposite party how did you ensure their commitment? In case the negotiations would have continued for the additional 4 mths with the possibility to agree on bids before the monthly bidding event would you have been able to trust to the other party? What was the #1 learning from the negotiations? Return the case report within 1 week