Negotiations
LGST 206 / OPIM 291 / MGMT 291
Spring 2016
Professor Bellace
2016 Janice R. Bellace. All Rights Reserved.
The 1st Foundation Personality
Preferences for dealing with interpersonal
conflict situations form the
foundation for bargaining styles
Negotiations
LGST 206 / MGMT 291 / OPIM 291
Spring 2016
Professor Bellace
2016 Janice R. Bellace. All Rights Reserved.
The Six Foundations
of
Effective Negotiation
1.
2.
3.
4.
5.
6.
Bargaining Style
Goals
Authoritative Standards
Relationships
Their Inter
Negotiations
LGST 206 / MGMT 291 / OPIM 291
Spring 2016
Professor Bellace
2016 Janice R. Bellace. All Rights Reserved.
The Six Foundations
of
Effective Negotiation
1.
2.
3.
4.
5.
6.
Bargaining Style
Goals
Authoritative Standards
Relationships
Their Inter
Negotiations
LGST 206 / OPIM 291 / MGMT 291
Professor Bellace
Spring 2016
2016 Janice R. Bellace. All rights reserved.
The Six Foundations of
Effective Negotiation
1.
2.
3.
4.
5.
6.
Bargaining Style
Goals
Authoritative Standards
Relationships
Their Inter
WILLIAM GOLDMAN 10/3/2011
For Educational Use Only
A REVIEW OF BARGAINING FOR ADVANTAGE, 5 Harv. Negotiation L. Rev. 399
5 Harv. Negotiation L. Rev. 399
Harvard Negotiation Law Review
Spring 2000
Book Review
A REVIEW OF BARGAINING FOR ADVANTAGE
Bargaining
Introduction to Hedging
o introduction
o a simple model for hedging
the objective: types of risk measures
a spreadsheet solution
regression hedging
o hedging example
sensitivity analysis & interpretation
the performance
in-sample vs. out-of-sample
the unc
Portfolio Optimization
introduction
a model for portfolio optimization
mean-variance analysis
alternative risk measures
semivariance
ADR
the standard quadratic programming formulation
model extensions
the indexation problem
and multiple linear regre
Bond Analytics
OPIM 653/353
Bond Analytics
Introduction
bond
fixed-income securities
Example
face value
coupon
principal
OPIM 653/353
Bond Analytics
Pricing with or without expectation E()?
OPIM 653/353
Bond Analytics
Is Fixed-Income Really Fixed?
OPIM 65
Option Pricing
Part I
OPIM 653
Option Pricing Part I
Introduction key idea of asset pricing
derivative security
derived
arbitrage
key idea
relative
OPIM 653
Option Pricing Part I
Arbitrage Definition
OPIM 653
Option Pricing Part I
How to trade arbitrage
p
Multiperiod Portfolio Planning
the growth optimum criterion
repeated investment with two outcomes
repeated investment with multiple securities and multiple
outcomes
growth optimum criterion applied to mean-variance analysis
growth optimum mean-varianc
You Can Learn Only by Doing
In the last analysis, you cannot learn
negotiating techniques from a book.
You must actually negotiate.
James C. Freund
Anatomy of a Merger (1975)
* or from a lecture
Be Yourself
Everyone has his [or her] own negotiating
style,
