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Thumbnail image for product with reference number UVA-QA-0361
Compact case
Scandia Steel AB: Kaj Johansson
Case
-
Reference no. UVA-QA-0361
Subject category: Case Method and Specialist Management Disciplines
Authors: Sherwood C Frey Jr (Darden School of Business, University of Virginia)
Published by: Darden Business Publishing
Originally published in: 1987
Version: 8 August 2023
Revision date: 22-Aug-2023
Length: 4 pages
Data source: Field research
Topics: Multi-issue negotiation; Decision analysis
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Abstract

This case provides the background for one participant in a contract negotiation regarding price, duration, and exclusivity.
Industry:
Industrial
Thumbnail image for product with reference number UVA-QA-0360
Compact case
Compressor Corporation, Inc: Pat Divso
Case
-
Reference no. UVA-QA-0360
Subject category: Case Method and Specialist Management Disciplines
Authors: Sherwood C Frey Jr (Darden School of Business, University of Virginia)
Published by: Darden Business Publishing
Originally published in: 1987
Version: 8 August 2023
Revision date: 22-Aug-2023
Length: 4 pages
Data source: Field research
Topics: Multi-issue negotiation; Decision analysis
View full details

About

Abstract

This case provides the background for one participant in a contract negotiation regarding price, duration, and exclusivity.

Settings

Industry:
Industrial

Related

Thumbnail image for product with reference number UVA-QA-0360
Compact case
Compressor Corporation, Inc: Pat Divso
Case
-
Reference no. UVA-QA-0360
Subject category: Case Method and Specialist Management Disciplines
Authors: Sherwood C Frey Jr (Darden School of Business, University of Virginia)
Published by: Darden Business Publishing
Originally published in: 1987
Version: 8 August 2023
Revision date: 22-Aug-2023
Length: 4 pages
Data source: Field research
Topics: Multi-issue negotiation; Decision analysis
View full details