More search options
Basket icon
No items
Basket icon

Product details

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.
Case
-
Reference no. UVA-QA-0530
Subject category: Case Method and Specialist Management Disciplines
Authors: William R Castleman (University of Virginia); Sherwood C Frey Jr (Darden School of Business, University of Virginia)
Published by: Darden Business Publishing
Originally published in: 1998
Version: January 1999
Length: 9 pages
Data source: Field research
Topics: Negotiation; Creating value
Share a link: https://casecent.re/p/1765
| No reviews for this item
This product has not been used yet
View our pricing guide or login to see prices.

Abstract

This case and its companion, ''AmBank International '' (UVA-QA-0531) can be used as part of a module on the creation of mutual value. If the negotiators go beyond an arms-length approach to their relationship, they can create considerable value by relieving constraints and including additional issues. The cases can be used to illustrate the value of strategic alliances.
Location:
Atlanta, GA
Industry:
Equipment leasing
Size:
USD3.5 billion
Teaching note
-
Reference no. UVA-QA-0530TN
Subject category: Case Method and Specialist Management Disciplines
Authors: William R Castleman (University of Virginia); Sherwood C Frey Jr (Darden School of Business, University of Virginia)
Published by: Darden Business Publishing
Originally published in: 1998
Version: January 1999
Length: 6 pages
View full details
Case
-
Reference no. UVA-QA-0531
Subject category: Case Method and Specialist Management Disciplines
Authors: William R Castleman (University of Virginia); Sherwood C Frey Jr (Darden School of Business, University of Virginia)
Published by: Darden Business Publishing
Originally published in: 1998
Version: January 1999
Length: 9 pages
Data source: Field research
Topics: Negotiation; 10K form
View full details

About

Abstract

This case and its companion, ''AmBank International '' (UVA-QA-0531) can be used as part of a module on the creation of mutual value. If the negotiators go beyond an arms-length approach to their relationship, they can create considerable value by relieving constraints and including additional issues. The cases can be used to illustrate the value of strategic alliances.

Settings

Location:
Atlanta, GA
Industry:
Equipment leasing
Size:
USD3.5 billion

Related

Teaching note
-
Reference no. UVA-QA-0530TN
Subject category: Case Method and Specialist Management Disciplines
Authors: William R Castleman (University of Virginia); Sherwood C Frey Jr (Darden School of Business, University of Virginia)
Published by: Darden Business Publishing
Originally published in: 1998
Version: January 1999
Length: 6 pages
View full details
Case
-
Reference no. UVA-QA-0531
Subject category: Case Method and Specialist Management Disciplines
Authors: William R Castleman (University of Virginia); Sherwood C Frey Jr (Darden School of Business, University of Virginia)
Published by: Darden Business Publishing
Originally published in: 1998
Version: January 1999
Length: 9 pages
Data source: Field research
Topics: Negotiation; 10K form
View full details