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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Delphi Corporation
Eades, Kenneth M.; Gupta, GauravCase DARDEN-F-1617-EFinanceThis case is suitable for students just beginning to learn finance principles but is also appropriate to use in courses with experienced students and executives. In January 2008, Delphi Corporation (Delphi) had been in Chapter 11 bankruptcy for more than two years but appeared to be on the brink of approving a plan of reorganization (POR) that would allow it to emerge from bankruptcy with a significantly improved balance sheet. Delphi’s POR calle...Starting at €8.20
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Smith & Wesson: A Big Shot at Security?
Eades, Kenneth M.; Knerr, PeteCase DARDEN-F-1665-EFinanceAn investment analyst at River Capital, LLC, an East Coast hedge fund, is researching Smith & Wesson Holding Corporation (S&W) as a potential investment opportunity. The analyst had become interested in S&W when the company announced the acquisition of Universal Safety Response, Inc. (USR). The USR deal represented a significant investment for S&W and therefore created an opportunity for the company to become either undervalued or overvalued by t...Starting at €8.20
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University of Virginia Health System: The Long-Term Acute Care Hospital Project
Eades, Kenneth M.; Mehta, NiliCase DARDEN-F-1676-EFinanceThis case is best taught in a first-year MBA finance course and with a series of cases based on cash flow analysis. Its primary objective is to portray the major differences in project analysis for nonprofit organizations compared to for-profit companies and to highlight the unique issues relevant in a health care environment. Students must decide, based on cash flow analysis and nonfinancial factors, whether or not to propose a long-term acute c...Starting at €8.20