Negotiating complex contracts
by Sloan School of Management, Mark Klein, Center for eBusiness@MIT
Book 125 of eBusiness@MIT working paper --
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Discussion questions for Negotiating complex contracts
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- 1
How does the shift from single-issue negotiations to multi-issue, interdependent contracts mirror the way we handle complex decisions in our daily personal and professional lives?
- 2
The authors explore how traditional computational models struggle with "intractably large contract spaces"—how do you personally cope when faced with an overwhelming number of choices or variables in a high-stakes negotiation?
- 3
In what ways does the concept of a "nonlinear utility function"—where the value of a concession changes depending on what else is on the table—apply to compromises you've had to make in relationships or business partnerships?
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