Centralia Construction Corporation

By continuing to use our site you consent to the use of cookies as described in our privacy policy unless you have disabled them.
You can change your cookie settings at any time but parts of our site will not function correctly without them.

Compact case

Case

Reference no. UVA-QA-0298

Subject category: Case Method and Specialist Management Disciplines

Authors: Sherwood C Frey Jr (Darden School of Business, University of Virginia); Phil Lederer (Darden School of Business, University of Virginia)

Published by: Darden Business Publishing

Originally published in: 1986

Version: 18 October 2021

Revision date: 8-Nov-2021

Length: 5 pages

Data source: Generalised experience

Topics: Negotiation; Pricing; Decision analysis

Share a link: https://casecent.re/p/1086

| No reviews for this item

View our pricing guide or login to see prices.

Abstract

This case and its companion, 'Myerson Industries', constitute the materials for a negotiating exercise. The exercise is a distributive-bargaining situation surrounding the negotiation of the price for the construction of a building (some minor opportunities exist for creating mutual value).

Industries:

Construction; Materials