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Case
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Reference no. UVA-QA-0375
Subject category: Case Method and Specialist Management Disciplines
Authors: Sherwood C Frey Jr; Jacob Ulvila
Published by: Darden Business Publishing
Originally published in: 1988
Version: 9 November 2010
Revision date: 18-Oct-2021
Length: 7 pages
Data source: Generalised experience
Topics: Negotiation
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Abstract

This case provides confidential information from the perspective of the seller of an exotic automobile. The companion case is ''Francis & Mayo, Inc: Richard Mayo'' (UVA-QA-0374). The pair of cases provides an opportunity for face-to-face negotiations as in a distributive-bargaining context.
Location:
Dallas, TX
Industry:
Automobile
Other setting(s):
1988
Teaching note
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Reference no. UVA-QA-0374TN
Subject category: Case Method and Specialist Management Disciplines
Authors: Sherwood C Frey Jr
Published by: Darden Business Publishing
Originally published in: 1992
Revision date: 11-Jul-2011
Length: 8 pages
Data source: Generalised experience
View full details
Case
-
Reference no. UVA-QA-0374
Subject category: Case Method and Specialist Management Disciplines
Authors: Sherwood C Frey Jr; Jacob Ulvila
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
View full details

About

Abstract

This case provides confidential information from the perspective of the seller of an exotic automobile. The companion case is ''Francis & Mayo, Inc: Richard Mayo'' (UVA-QA-0374). The pair of cases provides an opportunity for face-to-face negotiations as in a distributive-bargaining context.

Settings

Location:
Dallas, TX
Industry:
Automobile
Other setting(s):
1988

Related

Teaching note
-
Reference no. UVA-QA-0374TN
Subject category: Case Method and Specialist Management Disciplines
Authors: Sherwood C Frey Jr
Published by: Darden Business Publishing
Originally published in: 1992
Revision date: 11-Jul-2011
Length: 8 pages
Data source: Generalised experience
View full details
Case
-
Reference no. UVA-QA-0374
Subject category: Case Method and Specialist Management Disciplines
Authors: Sherwood C Frey Jr; Jacob Ulvila
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
View full details