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Course Exercises
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b).- Participants will read pages CS2-2 and first half of CS2-3 and will rank the three proposals in a table
with four columns: Proposal #, Name of the offerer, Cost, Schedule (page CS2-3). One of the proposals
will be the top-selected according to one (or two criteria): cost, (or cost+schedule); (15 min. + 10 min.).
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Page 3-15 Source Selection Criteria ande Weighting, with the table already completed with the
two entries for IDs, the related Names and Weight%.
Page 3-16 Performance and Quality Standards, with the table already completed with the three IDs
and the column with related performance names (from page CS3-3), as well as the first line fully
completed with Milestone and Quality Standard values (for reference).
Page 3-17 Negotiation Priorities, with the table already completed with Rank and Issue columns as
well as the first line fully completed (from page CS3-3) with respective values for Worst Case,
Target and Best Case (for reference).
Participants will:
a).-fill up the Name and Weight% columns to finally obtain 100% on page 3-15 (5 min.),
b).-fill up the Milestones and Quality Standard columns for the entries 2-3 on page 3-16 (5 min.),
c).-fill up the Worst Case, Target and Best Case columns for the entries 2-5 on page 3-17 (5 min.).
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Participants will:
a).-Write down the activities schedule day-by-day, starting on Monday, September 1, based on the Scenario
text (10 min. + 10 min.) and using as support information the CS4-3 page (The Lead time interval is 2 days
not 3 days as drawn on page CS4-3, thus the execution work covers the remaining 6 days of the month).
b).-Write inside the CS4-5 Risk Register page, a new entry with a new risk including its characteristics (10
min. + 10 min.).
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Material Case Study: Section 5: Main manuals pages: CS5-2 (Example Planning of the worksheet
without Rank column and the three Objectives columns), 5-16 Interests and Objective Criteria Worksheet.
Participants will be shared in two parts: buyer team and seller team, then they will self-assign the roles to
team members. Only one person should speak for the team during negotiations. The strategy is developed
by the team and carried out by the players with assigned roles.
The two participants teams will separately fill up the table from page 5-16 with the content of page CS5-2
and additional information, then will start to negotiate: a new price (instead of the former one from above
point 2.1.b) and a new colour based on the table content (as mentioned on page CS5-2); the starting point
of negotiations will be based on the former price, schedule and colour selection issues. New issues for
discussions may be filled up in the worksheet from page 5-16 (10 min.).
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