Author Profile
Clyman, Dana R.
High Places Studio (A) (SPANISH)
Clyman, Dana R. Sullivan, Jenelle Hammes
QA-0963 | Published December 15, 2022 | 3 pages Case
Collection: Darden School of Business
This is the Spanish translation of the August 28, 2001 version of UVA-QA-0546. Laura Anderson, a vice president in High Places Studio’s production-finance department, needs to make a recommendation to... Read More
Cartwell Tours: The Borealis Suites Contract Negotiation
Frey, Sherwood C. Jr. Clyman, Dana R.
QA-0917 | Published October 01, 2020 | 8 pages Case
Collection: Darden School of Business
These cases follow Peter Wong, general manager of Borealis Suites in Niagara Falls, and Susan Vanderpole, contract negotiator at Cartwell Tours, as they attempt to negotiate doing business together du... Read More
Borealis Suites: The Cartwell Tours Contract Negotiation
Frey, Sherwood C. Jr. Clyman, Dana R.
QA-0916 | Published October 01, 2020 | 8 pages Case
Collection: Darden School of Business
These cases follow Peter Wong, general manager of Borealis Suites in Niagara Falls, and Susan Vanderpole, contract negotiator at Cartwell Tours, as they attempt to negotiate doing business together du... Read More
Liquid Gold: Calambra Olive Oil (A) (RUSSIAN)
Pfeifer, Phillip E. Clyman, Dana R. Kornish, Laura Smith, Jim
QA-0892 | Published November 29, 2013 | 18 pages Case
Collection: Darden School of Business
This is a Russian translation of the May 23, 2010 version of UVA-QA-0587. The Liquid Gold cases (see also the B case, UVA-QA-0588) are an adaptation of the earlier Calambra Olive Oil cases (UVA-QA-04... Read More
Analytical Probability Distributions with Excel
Frey, Sherwood C. Jr. Clyman, Dana R. Oksman, Warren
QA-0679 | Published February 03, 2006 | 16 pages Technical Note
Collection: Darden School of Business
This note introduces four common underlying processes and the analytical probability distribution used to forecast the outcomes of each. The note also illustrates how to use Excel functions to calcula... Read More
The Beach House (G)
Frey, Sherwood C. Jr. Clyman, Dana R.
QA-0614 | Published July 11, 2003 | 1 pages Case
Collection: Darden School of Business
Used in conjunction with UVA-QA-0615 and UVA-QA-0616. Three couples, all good friends, rent a beach house for the week. They all have different financial circumstances and different beliefs about what... Read More
The Beach House (Y)
Frey, Sherwood C. Jr. Clyman, Dana R.
QA-0615 | Published July 11, 2003 | 1 pages Case
Collection: Darden School of Business
Used in conjunction with UVA-QA-0614 and UVA-QA-0616. Three couples, all good friends, rent a beach house for the week. They all have different financial circumstances and different beliefs about what... Read More
The Beach House (R)
Frey, Sherwood C. Jr. Clyman, Dana R.
QA-0616 | Published July 11, 2003 | 1 pages Case
Collection: Darden School of Business
Used in conjunction with UVA-QA-0614 and UVA-QA-0615. Three couples, all good friends, rent a beach house for the week. They all have different financial circumstances and different beliefs about what... Read More
Exercises in Managerial Decision-Making (I)
Carraway, Robert L. Clyman, Dana R. Smokevitch, Jennifer
QA-0607 | Published February 10, 2003 | 1 pages Exercise
Collection: Darden School of Business
These exercises, featuring four questions that people commonly make cognitive mistakes when answering, are to be used in conjunction with "Exercises in Managerial Decision-Making (II)" (UVA-QA-0608). Read More
Exercises in Managerial Decision-Making (II)
Carraway, Robert L. Clyman, Dana R. Smokevitch, Jennifer
QA-0608 | Published February 10, 2003 | 1 pages Exercise
Collection: Darden School of Business
These exercises, featuring four questions that people commonly make cognitive mistakes when answering, are to be used in conjunction with "Exercises in Managerial Decision-Making (I)" (UVA-QA-0607). Read More
Haggerty Associates
Frey, Sherwood C. Jr. Clyman, Dana R.
QA-0604 | Published December 16, 2002 | 5 pages Case
Collection: Darden School of Business
His position in the game of recruiting for Chris Carter, a principal at Haggerty Associates in Washington, DC seems dismal, with four rejects and two outstanding offers. Calls from several senior proj... Read More
Alec Mason
Frey, Sherwood C. Jr. Clyman, Dana R.
QA-0605 | Published December 16, 2002 | 6 pages Case
Collection: Darden School of Business
With MBA degree nearly in hand, Alec Mason has stormed the job market and come away with offers from two prestigious strategic-consulting firms in the Washington, D.C., area. Mason must decide between... Read More
Exercises in Competitive Decision Making
QA-0583 | Published December 04, 2002 | 3 pages Exercise
Collection: Darden School of Business
One student and a counterpart must make a series of interactive decisions engaging in a competitive strategy or a cooperative strategy. Each student's goal with these exercises is to maximize his own ... Read More
Orion Controls (A)
Frey, Sherwood C. Jr. Clyman, Dana R.
QA-0602 | Published November 01, 2002 Case
Collection: Darden School of Business
Avion is interested in a new valve to manage the highly volatile phenol in its production process. Avion and Orion strike a deal for Orion to try to produce these valves. There are time, engineering, ... Read More
Orion Controls (B)
Frey, Sherwood C. Jr. Clyman, Dana R.
QA-0603 | Published November 01, 2002 | 2 pages Case
Collection: Darden School of Business
Avion is interested in a new valve to manage the highly volatile phenol in its production process. Avion and Orion strike a deal for Orion to try to produce these valves. There are time, engineering, ... Read More
Sparta Glass Products
Frey, Sherwood C. Jr. Clyman, Dana R.
QA-0592 | Published August 05, 2002 | 3 pages Case
Collection: Darden School of Business
Sparta Glass Products has been losing significant market share over the last several quarters in the non-glare-glass market, with a price 10% above the competition. Lowering the price is under conside... Read More
The Trois Fois: Louise Duchamp
Clyman, Dana R. Raflo, Marissa
QA-0585 | Published February 08, 2002 | 13 pages Case
Collection: Darden School of Business
This is a two-party negotiation over the sale of a restaurant. On the surface, it appears distributive with a very small zone of agreement. However, there are several ways to create value by transform... Read More
The Trois Fois: Matt Jungen
Clyman, Dana R. Raflo, Marissa
QA-0586 | Published February 08, 2002 | 8 pages Case
Collection: Darden School of Business
This is a two-party negotiation over the sale of a restaurant. On the surface, it appears distributive with a very small zone of agreement. However, there are several ways to create value by transform... Read More
Liquid Gold: Calambra Olive Oil (A)
Pfeifer, Phillip E. Clyman, Dana R. Kornish, Laura Smith, Jim
QA-0587 | Published January 31, 2002 | 18 pages Case
Collection: Darden School of Business
The Liquid Gold cases (see also the B case, UVA-QA-0588) are an adaptation of the earlier Calambra Olive Oil cases (UVA-QA-0440 and UVA-QA-0442). This version supports a modified classroom experience.... Read More
Liquid Gold: Calambra Olive Oil (B)
Pfeifer, Phillip E. Clyman, Dana R. Kornish, Laura Smith, Jim
QA-0588 | Published January 31, 2002 | 6 pages Case
Collection: Darden School of Business
The Liquid Gold cases are an adaptation of the original Calambra Olive Oil cases (UVA-QA-0440 and UVA-QA-0442). This version has been written to support a modified classroom experience. The cases desc... Read More
Yupi Internet
Clyman, Dana R. Davis, Rodney Plankey, Timothy
QA-0576 | Published October 18, 2001 | 11 pages Case
Collection: Darden School of Business
This case is part of a three-party negotiation (see also UVA-QA-0577 and UVA-QA-0578). The three parties are Yupi Internet, Quepasa.com, and Sony Corporation. Sony is searching for a partner in the Hi... Read More
Quepasa.com
Clyman, Dana R. Davis, Rodney Plankey, Timothy
QA-0577 | Published October 18, 2001 | 11 pages Case
Collection: Darden School of Business
This case is part of a three-party negotiation (see also UVA-QA-0576 and UVA-QA-0578). The three parties are Yupi Internet, Quepasa.com, and Sony Corporation. Sony is searching for a partner in the Hi... Read More
Sony America Latina
Clyman, Dana R. Davis, Rodney Plankey, Timothy
QA-0578 | Published October 18, 2001 | 9 pages Case
Collection: Darden School of Business
This case is part of a three-party negotiation (see also UVA-QA-0576 and UVA-QA-0577). The three parties are Yupi Internet, Quepasa.com, and Sony Corporation. Sony is searching for a partner in the Hi... Read More
Birch Resources (A)
Clyman, Dana R. Spillane, Jennifer
QA-0579 | Published September 17, 2001 | 8 pages Case
Collection: Darden School of Business
Birch Resources has been offered a "farm-out" deal to drill a well in Terrebonne Parish, Louisiana. It also has the option, if the well is successful, to drill a second well two years later. The A cas... Read More
Birch Resources (B)
Clyman, Dana R. Spillane, Jennifer
QA-0580 | Published September 17, 2001 | 1 pages Case
Collection: Darden School of Business
This two-part series is designed provide an advanced simulation modeling exercise within reach of the average MBA student on a topic of great interest. The A case provides this. The B case allows an e... Read More
Consulting Team: Robin Haskell
Clyman, Dana R. Pinto, David P.
QA-0564 | Published March 13, 2001 | 4 pages Case
Collection: Darden School of Business
This set of three cases represents a mediation involving three professionals at a consulting firm: two disputants (a new MBA consultant and the manager of a group of programmers) both working on a cli... Read More
Consulting Team: Pat Lettner
Clyman, Dana R. Pinto, David P.
QA-0565 | Published March 13, 2001 | 4 pages Case
Collection: Darden School of Business
This set of three cases represents a mediation involving three professionals at a consulting firm: two disputants (a new MBA consultant and the manager of a group of programmers) both working on a cli... Read More
Consulting Team: Chris Cummings
Clyman, Dana R. Pinto, David P.
QA-0566 | Published March 13, 2001 | 2 pages Case
Collection: Darden School of Business
This set of three cases represents a mediation involving three professionals at a consulting firm: two disputants (a new MBA consultant and the manager of a group of programmers) both working on a cli... Read More
E-Market Startup In Latin America
Clyman, Dana R. Carrera, Heitor
QA-0562 | Published September 19, 2000 | 22 pages Case
Collection: Darden School of Business
A second-year MBA business school student jettisons his plan to work for a strategic consulting firm in his native country of Brazil after his 1999 graduation when he realizes that the Internet market... Read More
New Space Technologies, Inc. (A)
QA-0559 | Published September 15, 2000 | 3 pages Case
Collection: Darden School of Business
This case focuses on a fictional company's satellite launch vehicle decision. The basis analysis requires the student to construct a decision tree using discrete probabilities. Further analysis can in... Read More
George's Revised Forecasts
Frey, Sherwood C. Jr. Clyman, Dana R.
QA-0560 | Published September 08, 2000 | 1 pages Case
Collection: Darden School of Business
This case shows George Lassiter's revised forecast based on "George's T-Shirts" (UVA-QA-0346) and "George's T-Shirts Addendum" (UVA-QA-0548). Read More
First Internet Bank of Indiana
Eades, Kenneth M. Crawford, Richard D. Clyman, Dana R.
F-1286 | Published March 29, 2000 | 22 pages Case
Collection: Darden School of Business
The purpose of this case is to evaluate the opportunities and challenges the Internet presents for financial service forms of competition and to channel cannibalism. Read More
Island ECN
Eades, Kenneth M. Cooley, Carolyn Smeder, Pam Zahratka, Amy Kelly, Dorothy C. Clyman, Dana R.
F-1287 | Published March 29, 2000 | 13 pages Case
Collection: Darden School of Business
The purpose of this case is to evaluate the opportunities and challenges the Internet presents for equity markets. The case includes substantial information on the electronic trading industry that all... Read More
WR Hambrecht & Co.: OpenIPO
Eades, Kenneth M. Cooley, Carolyn Smeder, Pam Zahratka, Amy Kelly, Dorothy C. Clyman, Dana R.
F-1288 | Published March 29, 2000 | 9 pages Case
Collection: Darden School of Business
The purpose of this case is to evaluate the opportunities and challenges the Internet presents for investment banks offering online initial public offerings (IPOs). Information included about Wit Capi... Read More
Calambra Olive Oil (C)
Pfeifer, Phillip E. Clyman, Dana R.
QA-0551 | Published August 24, 1999 | 9 pages Case
Collection: Darden School of Business
A revision of the B case (QA-0442), the C case uses data tables rather than columns to compare different order quantities. For an early class on Monte Carlo simulation, the B case is recommended; late... Read More
High Places Studio (A)
Clyman, Dana R. Sullivan, Jenelle Hammes
QA-0546 | Published June 10, 1999 | 3 pages Case
Collection: Darden School of Business
Laura Anderson, a vice president in High Places Studio’s production-finance department, needs to make a recommendation to the studio’s president, Leo Walsh, regarding whether the studio should go ahea... Read More
High Places Studio (B)
Clyman, Dana R. Sullivan, Jenelle Hammes
QA-0547 | Published June 10, 1999 | 1 pages Case
Collection: Darden School of Business
In the B case, a question arises concerning what type of contract to offer the film's star. Should the studio offer a standard fixed-fee contract, or should it offer a smaller fixed fee plus a percent... Read More
Emergency Vehicle Positioning, Inc.
QA-0512 | Published January 27, 1997 | 5 pages Case
Collection: Darden School of Business
Emergency Vehicle Positioning, Inc. (EVPI), has developed a satellite-based tracking system that continuously updates and displays the location of every vehicle in its network. A recently signed contr... Read More
Studies in Managerial Judgment
Clyman, Dana R. Smokevitch, Jennifer
QA-0493 | Published September 04, 1996 | 2 pages Case
Collection: Darden School of Business
This case and its companion, "Studies in Managerial Decision Making" (QA-0494), consist of exercises that demonstrate several cognitive biases that are likely to affect judgment in decision making. Th... Read More
Studies in Managerial Decision Making
Clyman, Dana R. Smokevitch, Jennifer
QA-0494 | Published September 04, 1996 | 2 pages Case
Collection: Darden School of Business
This case and its companion, "Studies in Managerial Judgment" (QA-0493), consist of exercises that demonstrate several cognitive biases that are likely to affect judgment in decision making. They comp... Read More
Interactive Productions: Cameron Alexander
Clyman, Dana R. Henley, Scott D.
QA-0495 | Published August 27, 1996 | 9 pages Case
Collection: Darden School of Business
InterActive Productions is a startup company providing interactive software accessible through the Internet. The company had received $350,000 in seed money from Compuline Online Services to bring its... Read More
Interactive Productions: Jessica Sanders
Clyman, Dana R. Henley, Scott D.
QA-0496 | Published August 27, 1996 | 11 pages Case
Collection: Darden School of Business
InterActive Productions is a start-up company providing on-line, interactive software accessible through the Internet. The company had received $350,000 in seed money from Compuline Online Services to... Read More
The NSA Conference
Clyman, Dana R. Speight, Marty
QA-0492 | Published July 18, 1996 | 6 pages Case
Collection: Darden School of Business
This case presents a decision problem concerning where to hold next year's association meetings. It provides a rich opportunity to introduce the use of small amounts of historical data (10 data points... Read More
Harimann International
Frey, Sherwood C. Jr. Clyman, Dana R. Uppal, Hasmeeth S.
QA-0472 | Published September 04, 1995 | 10 pages Case
Collection: Darden School of Business
Harimann International, a small producer of finished textiles, receives a large, unexpected order at the beginning of the off-season. Unfortunately, none of the available embroiderers (subcontractors)... Read More
TourAmerica
Frey, Sherwood C. Jr. Clyman, Dana R.
QA-0464 | Published November 14, 1994 | 10 pages Case
Collection: Darden School of Business
TourAmerica is negotiating a master contract with Voyager Inn International (Bethesda) for hotel rooms during the 1995 tourist season. Issues under consideration include number of rooms during peak, m... Read More
Voyager Inn International
Frey, Sherwood C. Jr. Clyman, Dana R.
QA-0463 | Published November 11, 1994 | 10 pages Case
Collection: Darden School of Business
Voyager Inn International (Bethesda) is negotiating a master contract with TourAmerica, an international tour operator, for hotel rooms during the 1995 tourist season. Issues under consideration inclu... Read More
Calambra Olive Oil (A)
Pfeifer, Phillip E. Clyman, Dana R.
QA-0440 | Published September 21, 1993 | 16 pages Case
Collection: Darden School of Business
Frank Lockfeld, president and founder of Calambra Olive Oil, must decide how many gallons of oil to buy for the 1994 vintage year even though the first-year marketing experiment for his fledgling busi... Read More
Calambra Olive Oil (B)
Pfeifer, Phillip E. Clyman, Dana R.
QA-0442 | Published September 21, 1993 | 6 pages Case
Collection: Darden School of Business
The B case describes Frank Lockfeld building a spreadsheet model that captures the essence of the discussion in the A case. Since this is a difficult model to build, we recommend using the B case when... Read More
Integrated Siting Systems, Inc.
Clyman, Dana R. Frey, Sherwood C. Jr.
QA-0441 | Published September 08, 1993 | 5 pages Case
Collection: Darden School of Business
Integrated Siting Systems, Inc., has developed a satellite-based tracking system that continuously updates and displays the location of every vehicle in its network. A recently signed contract present... Read More
Athens Glass Works
Frey, Sherwood C. Jr. Clyman, Dana R.
QA-0439 | Published August 18, 1993 Case
Collection: Darden School of Business
Athens Glass Works has been losing significant market share over the last several quarters in the nonglare glass market with a price 10% above the competition. Lowering the price is under consideratio... Read More
Analytical Probability Distributions
QA-0437 | Published February 05, 1993 | 32 pages Technical Note
Collection: Darden School of Business
This note introduces four analytical probability distributions and the underlying uncertain processes from which they can be derived. It demonstrates that, when we can build a reasonable model of an u... Read More