Francis & Mayo, Inc: Richard Mayo

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Case

Reference no. UVA-QA-0374

Subject category: Case Method and Specialist Management Disciplines

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

Published by: Darden Business Publishing

Originally published in: 1988

Version: Nov 2010

Revision date: 11-Jul-2011

Length: 7 pages

Data source: Generalised experience

Topics: Negotiation

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Abstract

This case provides confidential information from the perspective of the buyer of an exotic automobile. The companion case is 'Francis & Mayo, Inc: Alex Smith'. The pair of cases provides an opportunity for face-to-face negotiations in a distributive-bargaining context.

Industry:

Automobile/automotive