Publications
Publications
- November 1985
- HBS Case Collection
Riverside and DEC--General Information
Abstract
A negotiation exercise between Riverside Lumber Co. and the Division of Environmental Conservation about reducing the effects of effluent discharge in a river. Students are assigned to a role and receive confidential information including a scoring system detailing the costs and benefits of various proposals. Though their interests conflict, joint gains beyond simple agreement can be found. Students come to see that joint gains must be created and divided and that the tension between competitive and cooperative urges often lead to inferior agreements. Means for managing this tension can then be discussed. This game can be used as a complex example of bargaining with incomplete information.
Keywords
Citation
Lax, David A. "Riverside and DEC--General Information." Harvard Business School Case 186-125, November 1985.