Darden University of Virginia (USA)
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Golf Fore Value: Robert Johnston
Frey, Sherwood C. Jr.; Bass, Lucien; DuVal, Daniel B.Case DARDEN-QA-0732-EDecision AnalysisThis case and its related case (UVA-QA-0731) examine both sides of a two-party negotiation, in which students are asked to find the net value of the deal. These cases fit well in negotiations courses and are suitable for both undergraduate and MBA students. This case is from the perspective of Robert Johnston, owner of Golf Fore Value. Johnston eagerly awaited David Deluna’s return to the golf shop with the clubs he was willing to trade for a new...Starting at €8.20
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Kicks Inc.: Confidential Information for Billy Cash (QuikSign Agent)
Frey, Sherwood C. Jr.; Bass, Lucien; Nelson, L. SummersCase DARDEN-QA-0741-EDecision AnalysisKicks Inc., a manufacturer and distributor of athletic apparel and shoes, had plans to launch a new tennis shoe line within the year and was seeking an up-and-coming young athlete to be its spokesperson. Sebastian Martinez had emerged as an ideal candidate, and contract discussions were underway. Six issues need to be resolved to the satisfaction of the six parties involved-the athlete, the athlete’s mother, the athlete’s father, the athlete’s ag...Starting at €8.20
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Kicks Inc.: Confidential Information for Luis Martinez (Father)
Frey, Sherwood C. Jr.; Bass, Lucien; Nelson, L. SummersCase DARDEN-QA-0744-EDecision AnalysisKicks Inc., a manufacturer and distributor of athletic apparel and shoes, had plans to launch a new tennis shoe line within the year and was seeking an up-and-coming young athlete to be its spokesperson. Sebastian Martinez had emerged as an ideal candidate, and contract discussions were underway. Six issues need to be resolved to the satisfaction of the six parties involved-the athlete, the athlete’s mother, the athlete’s father, the athlete’s ag...Starting at €8.20
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Kicks Inc.: Confidential Information for Sebastian Martinez (Athlete)
Frey, Sherwood C. Jr.; Bass, Lucien; Nelson, L. SummersCase DARDEN-QA-0745-EDecision AnalysisKicks Inc., a manufacturer and distributor of athletic apparel and shoes, had plans to launch a new tennis shoe line within the year and was seeking an up-and-coming young athlete to be its spokesperson. Sebastian Martinez had emerged as an ideal candidate, and contract discussions were underway. Six issues need to be resolved to the satisfaction of the six parties involved-the athlete, the athlete’s mother, the athlete’s father, the athlete’s ag...Starting at €8.20
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The Virginia Carlton-Taylor Hayden
Frey, Sherwood C. Jr.; Bass, Lucien; Mahmood, HassanCase DARDEN-QA-0781-EDecision AnalysisWith the final paper of the semester now submitted, there was only one remaining obstacle for Taylor Hayden before departing tomorrow afternoon for an exciting and challenging summer internship with a strategic consulting firm in Washington, DC: a meeting with Hunter Morgan. Morgan was the final prospect interested in subletting Hayden’s bedroom in the Virginia Carlton for the summer. All other inquiries had led to dead ends. If Morgan did not ag...Starting at €8.20
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PACEM: Kennedy Brooks
Frey, Sherwood C. Jr.; Bass, Lucien; Grant, MaxCase DARDEN-QA-0802-EDecision AnalysisThis two-part negotiation exercise is used in Negotiations electives at both the Darden School of Business and the McIntire School of Commerce. Together, the cases provide the background for a scorable, bilateral, multi-issue negotiation in which there are congruent, distributive, and integrative issues. People and Congregations Engaged in Ministry (PACEM) was a nonprofit organization committed to helping homeless adults in the Charlottesville, V...Starting at €8.20
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The Roommates' Decision
Frey, Sherwood C. Jr.; Bass, Lucien; Halter, Kelly M.; Markwood, MeredithCase DARDEN-QA-0846-EDecision AnalysisThis case is designed for use in undergraduate courses that cover negotiation skills and organizational behavior. Its relatable context and integrated lessons fits well within modules on multiperson situations, coalitions, and conflict resolution. It particularly complements "Kicks Inc.: Background Information" (UVA-QA-0739) well, and could be used as a precursor for complicated multiperson negotiations and situations. Devin Moore, Jessie Taylor,...Starting at €8.20
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Started as Crew (B): Darlene Calhoun and McDonald's
Werhane, Patricia H.; Hartman, Laura P.; Sheehan, Justin; Mead, JennyCase DARDEN-E-0309-EBusiness Ethics and Corporate Social ResponsibilityMcDonald’s Corporation, the behemoth of the fast food industry, has taken its share of criticism - even ridicule - over the years. The image of the company suffered as the public began to perceive its jobs as dead-end, unskilled, and unstimulating. The term “McJob,” coined by an author in 1991, was slang for a low-paying job that required little skill and provided little opportunity for advancement. But in many ways, McDonald’s Corporation defied...Starting at €5.74
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BHP Billiton and Mozal (B)
Werhane, Patricia H.; Hartman, Laura P.; Mead, JennyCase DARDEN-E-0317-EBusiness Ethics and Corporate Social ResponsibilityBHP Billiton began construction of Phase 1 of the Mozal aluminum smelter in 1998. Because of the challenges that the community presented, BHP Billiton and its partners created the Mozal Community Development Trust (MCDT), which worked to improve the infrastructure, social services, and health care of the community. During the two construction phases, the project contributed more than USD160 million to the local economy, principally through the em...Starting at €5.74
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Transforming Education in Rural Haiti: Intel and L'Ecole de Choix
Werhane, Patricia H.; Albert, Pauline J.; Archer, Crina; Hartman, Laura P.; Mead, JennyCase DARDEN-E-0385-EBusiness Ethics and Corporate Social ResponsibilityThis case tells the story of the Intel Corporation's collaboration with a nonprofit school in rural Haiti, l'Ecole de Choix (the School of Choice). Choix was already facing daunting educational challenges merely by virtue of being in Haiti, but the January 2010 earthquake had utterly devastated the already-fragile Haitian education system. Intel had sent volunteers to set up hardware and install educational software at Choix as a part of Intel's ...Starting at €8.20