Exercise | November 2000

Atlantis-Biovent Negotiation: Confidential Instructions for Atlantis

by Michael A. Wheeler

Abstract

This two-party exercise illustrates bidding strategy in the context of settling a large insurance claim. Specifically, the claimant (Biovent) and the insurer (Atlantis) are asked to submit confidential offers to a dispute resolution Web site that will determine whether there is room for agreement. This exercise is thus a vehicle for: 1) examining what sorts of bidding rules are likely to promote settlement and 2) exploring more broadly the emerging market for Internet-based dispute resolution services.

Keywords: Insurance; Bids and Bidding; Market Platforms; Negotiation Process; Conflict and Resolution; Strategy; Internet;

Citation:

Wheeler, Michael A. "Atlantis-Biovent Negotiation: Confidential Instructions for Atlantis." Harvard Business School Exercise 801-262, November 2000.