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Exercise
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2000
Atlantis-Biovent Negotiation: Confidential Instructions for Atlantis
by
Michael A. Wheeler
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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;