Author Profile
Frey, Sherwood C. Jr.
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
Merck & Company: Product KL-798 (SPANISH)
Frey, Sherwood C. Jr. Bodily, Samuel E.
QA-0910 | Published October 11, 2017 | 5 pages Case
Collection: Darden School of Business
This is a Spanish translation of the June 14, 2016, version of UVA-QA-0582. Merck has been approached by a small biotech research firm with the proposal that Merck buy the rights to a new drug that pr... Read More
The Roommates' Decision
Frey, Sherwood C. Jr. Bass, Lucien Halter, Kelly M. Markwood, Meredith
QA-0846 | Published April 21, 2016 | 3 pages Case
Collection: Darden School of Business
This case is designed for use in undergraduate courses that cover negotiation skills and organizational behavior. Its relatable context and integrated lessons fits well within modules on multiperson s... Read More
Dhahran Roads (B) (SPANISH)
Frey, Sherwood C. Jr. Schlosser, Michel
QA-0933 | Published July 31, 2015 | 2 pages Case
Collection: Darden School of Business
This is the Spanish translation of the April 1, 1994 version of UVA-QA-0426. This case complements the A case by providing the decision-maker's view on the key sources of risk and his probability asse... Read More
Dhahran Roads (A) (SPANISH)
Frey, Sherwood C. Jr. Schlosser, Michel
QA-0830 | Published February 07, 2014 | 2 pages Case
Collection: Darden School of Business
This is a Spanish translation of the February 1, 1994, version of UVA-QA-0296. Cummins, Epley, and Mayo, a U.S.-based construction firm, has been selected as the prime contractor for a road-reconstruc... Read More
PACEM: Kennedy Brooks
Frey, Sherwood C. Jr. Bass, Lucien Grant, Max
QA-0802 | Published March 21, 2013 | 7 pages Case
Collection: Darden School of Business
This two-part negotiation exercise is used in Negotiations electives at both the Darden School of Business and the McIntire School of Commerce. Together, the cases provide the background for a scorabl... Read More
Madison House: Riley Carter
Frey, Sherwood C. Jr. Bass, Lucien Grant, Max
QA-0803 | Published March 21, 2013 | 9 pages Case
Collection: Darden School of Business
This two-part negotiation exercise is used in Negotiations electives at both the Darden School of Business and the McIntire School of Commerce. Together the cases provide the background for a scorable... Read More
Mel Riddile
BP-0559 | Published July 30, 2012 | 6 pages Case
Collection: Darden School of Business
Mel Riddile began his career as a history teacher and gradually rose through the ranks to be principal of a failing high school. His impact on that school earned him the National High School Principal... Read More
Epsilon Refinery Group
Frey, Sherwood C. Jr. Bacon, Paul
QA-0796 | Published July 16, 2012 | 7 pages Case
Collection: Darden School of Business
It was May 2007. Earlier in the week, Epsilon Refinery Group had received notification from one of its major suppliers that the price of a key raw material, hydrofluoric acid (HF), would increase at t... Read More
Cornwell Performance Products
Frey, Sherwood C. Jr. Bacon, Paul
QA-0795 | Published July 13, 2012 | 10 pages Case
Collection: Darden School of Business
It was May 2007. Earlier in the week, Cornwell Performance Products (CPP), a division of the multinational chemical manufacturer Cornwell, Inc., had notified its largest customer that the price of hyd... Read More
Laura Mitchell at Cincinnati Public Schools
Liedtka, Jeanne M. Frey, Sherwood C. Jr.
BP-0554 | Published June 11, 2012 | 5 pages Case
Collection: Darden School of Business
Laura Mitchell began her career as a teacher in an affluent school outside of Atlanta and then returned a year later to her hometown of Cincinnati, to an urban school with a high poverty rate. The cas... Read More
Rocky Shore Golf Links: Donald Andrews (Abridged)
Frey, Sherwood C. Jr. Bass, Lucien Dausen, Mark A.
QA-0790 | Published May 18, 2012 | 3 pages Case
Collection: Darden School of Business
This abridged version of "Rocky Shore Golf Links: Donald Andrews" (UVA-QA-0686) retains the essential elements of the full case but reduces the detail of the golf course and the usage of golf jargon. ... Read More
Rocky Shore Golf Links: Douglas Peterson (Abridged)
Frey, Sherwood C. Jr. Bass, Lucien Dausen, Mark A.
QA-0791 | Published May 18, 2012 | 5 pages Case
Collection: Darden School of Business
This abridged version of "Rocky Shore Golf Links: Douglas Peterson" (UVA-QA-0687) retains the essential elements of the full case but reduces the detail of the golf course and the usage of golf jargon... Read More
TMC: Hydra Division
QA-0787 | Published April 30, 2012 Case
Collection: Darden School of Business
This case and its companion case, "Dayton Foundry" (UVA-QA-0788), are a supply-chain negotiation for which there is a narrow zone of potential agreement. Locating outcomes in that zone is challenging ... Read More
Dayton Foundry
QA-0788 | Published April 30, 2012 | 10 pages Case
Collection: Darden School of Business
This case and its companion case, "TMC: Hydra Division" (UVA-QA-0787), are a supply-chain negotiation for which there is a narrow zone of potential agreement. Locating outcomes in that zone is challen... Read More
The Virginia Carlton–Taylor Hayden
Frey, Sherwood C. Jr. Bass, Lucien Mahmood, Hassan
QA-0781 | Published April 04, 2012 Case
Collection: Darden School of Business
With the final paper of the semester now submitted, there was only one remaining obstacle for Taylor Hayden before departing tomorrow afternoon for an exciting and challenging summer internship with a... Read More
The Virginia Carlton–Hunter Morgan
Frey, Sherwood C. Jr. Bass, Lucien Mahmood, Hassan
QA-0782 | Published April 04, 2012 Case
Collection: Darden School of Business
Hunter Morgan had looked at several apartments over the past week, and Taylor Hayden's apartment in the Virginia Carlton topped the list. The Virginia Carlton was a newly constructed and well-maintain... Read More
Toledo Foundry
QA-0784 | Published March 14, 2012 Case
Collection: Darden School of Business
This case and its companion case, "WMC: Hydra Division" (UVA-QA-0785), are a supply-chain negotiation for which there is a narrow zone of potential agreement. Locating outcomes in that zone is challen... Read More
WMC: Hydra Division
QA-0785 | Published March 14, 2012 Case
Collection: Darden School of Business
This case and its companion case, "Toledo Foundry" (UVA-QA-0784), are a supply-chain negotiation for which there is a narrow zone of potential agreement. Locating outcomes in that zone is challenging ... Read More
Marietta Industries
Frey, Sherwood C. Jr. Bacon, Paul
QA-0773 | Published October 03, 2011 Case
Collection: Darden School of Business
This case and its companion, "LoMar Adhesives" (UVA-QA-0774), are intended for MBA, executive education, and MBA executive audiences. They were written for a "Bargaining and Negotiating" elective. Thi... Read More
LoMar Adhesives
Frey, Sherwood C. Jr. Bacon, Paul
QA-0774 | Published October 03, 2011 | 12 pages Case
Collection: Darden School of Business
This case and its companion, "Marietta Industries" (UVA-QA-0773), are intended for MBA, executive education, and MBA executive audiences. They were written for a "Bargaining and Negotiating" elective.... Read More
The Coronet—Cameron Baker
Frey, Sherwood C. Jr. Colebank, Mike Bacon, Paul
QA-0763 | Published March 22, 2011 | 5 pages Case
Collection: Darden School of Business
This case and its companion, "The Coronet—Leslie Forsyte" (UVA-QA-0764), are intended for undergraduate, executive education, and MBA audiences. They were written for a "Bargaining and Negotiating" el... Read More
The Coronet—Leslie Forsyte
Frey, Sherwood C. Jr. Colebank, Mike Bacon, Paul
QA-0764 | Published March 22, 2011 | 5 pages Case
Collection: Darden School of Business
This case and its companion, "The Coronet—Cameron Baker" (UVA-QA-0763), are intended for undergraduate, executive education, and MBA audiences. They were written for a "Bargaining and Negotiating" ele... Read More
Artemis Controls (A)
QA-0756 | Published November 30, 2010 | 4 pages Case
Collection: Darden School of Business
Avion Chemicals has approached Artemis Controls regarding the purchase of an Artemis smart valve to manage the highly volatile phenol in its production process. Although an existing valve could be use... Read More
Artemis Controls (B)
QA-0757 | Published November 30, 2010 | 1 pages Case
Collection: Darden School of Business
As a follow-on to "Artemis Controls (A)" (UVA-QA-0756), the B case presents the probability statements missing from the A case. A full decision analysis can now be performed and the risk-reducing alte... Read More
Artemis Controls (C)
QA-0758 | Published November 30, 2010 | 2 pages Case
Collection: Darden School of Business
Avion Chemicals has approached Artemis Controls regarding the purchase of an Artemis smart valve to manage the highly volatile phenol in its production process. Although an existing valve could be use... Read More
Kicks Inc.: Background Information
Frey, Sherwood C. Jr. Bass, Lucien Nelson, L. Summers
QA-0739 | Published April 25, 2010 | 7 pages Case
Collection: Darden School of Business
Kicks Inc., a manufacturer and distributor of athletic apparel and shoes, had plans to launch a new tennis shoe line within the year and was seeking an up-and-coming young athlete to be its spokespers... Read More
Kicks Inc.: Confidential Information for Adriana Martinez (Mother)
Frey, Sherwood C. Jr. Bass, Lucien Nelson, L. Summers
QA-0740 | Published April 25, 2010 | 9 pages Case
Collection: Darden School of Business
Kicks Inc., a manufacturer and distributor of athletic apparel and shoes, had plans to launch a new tennis shoe line within the year and was seeking an up-and-coming young athlete to be its spokespers... Read More
Kicks Inc.: Confidential Information for Billy Cash (QuikSign Agent)
Frey, Sherwood C. Jr. Bass, Lucien Nelson, L. Summers
QA-0741 | Published April 25, 2010 | 9 pages Case
Collection: Darden School of Business
Kicks Inc., a manufacturer and distributor of athletic apparel and shoes, had plans to launch a new tennis shoe line within the year and was seeking an up-and-coming young athlete to be its spokespers... Read More
Kicks Inc.: Confidential Information for Jack Watson (ITF Representative)
Frey, Sherwood C. Jr. Bass, Lucien Nelson, L. Summers
QA-0742 | Published April 25, 2010 | 5 pages Case
Collection: Darden School of Business
Kicks Inc., a manufacturer and distributor of athletic apparel and shoes, had plans to launch a new tennis shoe line within the year and was seeking an up-and-coming young athlete to be its spokespers... Read More
Kicks Inc.: Confidential Information for Jason Priddy (Kicks Brand Manager)
Frey, Sherwood C. Jr. Bass, Lucien Nelson, L. Summers
QA-0743 | Published April 25, 2010 | 7 pages Case
Collection: Darden School of Business
Kicks Inc., a manufacturer and distributor of athletic apparel and shoes, had plans to launch a new tennis shoe line within the year and was seeking an up-and-coming young athlete to be its spokespers... Read More
Kicks Inc.: Confidential Information for Luis Martinez (Father)
Frey, Sherwood C. Jr. Bass, Lucien Nelson, L. Summers
QA-0744 | Published April 25, 2010 | 9 pages Case
Collection: Darden School of Business
Kicks Inc., a manufacturer and distributor of athletic apparel and shoes, had plans to launch a new tennis shoe line within the year and was seeking an up-and-coming young athlete to be its spokespers... Read More
Kicks Inc.: Confidential Information for Sebastian Martinez (Athlete)
Frey, Sherwood C. Jr. Bass, Lucien Nelson, L. Summers
QA-0745 | Published April 25, 2010 | 9 pages Case
Collection: Darden School of Business
Kicks Inc., a manufacturer and distributor of athletic apparel and shoes, had plans to launch a new tennis shoe line within the year and was seeking an up-and-coming young athlete to be its spokespers... Read More
Golf Fore Value: David Deluna
Frey, Sherwood C. Jr. Bass, Lucien DuVal, Daniel B.
QA-0731 | Published June 04, 2009 | 5 pages Case
Collection: Darden School of Business
This case?and its related case (UVA-QA-0732)?examine both sides of a two-party negotiation, in which students are asked to find the net value of the deal. These cases fit well in negotiations courses ... Read More
Golf Fore Value: Robert Johnston
Frey, Sherwood C. Jr. Bass, Lucien DuVal, Daniel B.
QA-0732 | Published June 04, 2009 | 5 pages Case
Collection: Darden School of Business
This case and its related case (UVA-QA-0731) examine both sides of a two-party negotiation, in which students are asked to find the net value of the deal. These cases fit well in negotiations courses ... Read More
Unity Airways: Chris Watson (B)
Frey, Sherwood C. Jr. Bass, Lucien
QA-0728 | Published March 16, 2009 | 3 pages Case
Collection: Darden School of Business
Just as Chris Watson thanked the previous client for her patience, the shift supervisor reminded Watson that the line was still very long and that the cases needed to be resolved expeditiously and cos... Read More
Unity Airways: Melissa White (A)
Frey, Sherwood C. Jr. Bass, Lucien Yu, Elaine
QA-0721 | Published September 15, 2008 | 5 pages Case
Collection: Darden School of Business
Melissa White, a Richmond-based consultant, looked forward to the short visit with her parents in Hong Kong. She had booked her itinerary with Unity Airways and was about to begin the journey. Please ... Read More
Unity Airways: Melissa White (B)
Frey, Sherwood C. Jr. Bass, Lucien Yu, Elaine
QA-0722 | Published September 15, 2008 | 3 pages Case
Collection: Darden School of Business
Melissa White was on her way for a long-awaited visit with her parents in Hong Kong. But the first leg of her trip, a Unity Airways Washington-Chicago flight, was forced to return to Washington, D.C.,... Read More
Unity Airways: Chris Watson (A)
Frey, Sherwood C. Jr. Bass, Lucien Yu, Elaine
QA-0723 | Published September 15, 2008 | 3 pages Case
Collection: Darden School of Business
Chris Watson, a customer service representative at Unity Airways, had just begun to address the rebooking of Melissa White, one of the almost 100 passengers whose itineraries would have to change due ... Read More
Fifth Street Jewelers: Dana Frasier
QA-0705 | Published July 18, 2007 | 3 pages Case
Collection: Darden School of Business
Dana Frasier, owner of Fifth Street Jewelers, was intrigued by the diamond ring that had been dropped off by a courier from the offices of Miller Moran. The center diamond was certainly more than 3 ca... Read More
Fifth Street Jewelers: Miller Moran
QA-0706 | Published July 18, 2007 | 3 pages Case
Collection: Darden School of Business
Miller Moran, an attorney serving pro bono as executor for the estate of a friend's mother, was attempting to sell a 3.5-carat diamond ring whose lineage could be traced back to the Eastern European b... Read More
Microsoft: Xbox Division
Frey, Sherwood C. Jr. Jones, Robert Q.
QA-0701 | Published July 09, 2007 | 10 pages Case
Collection: Darden School of Business
Rob Jones, a Business Development manager intern, has been asked to make a recommendation regarding the purchase of a key piece of intellectual property for use in the Xbox. The project requires colla... Read More
Bid Week Shirts: Alpha Sigma Eta
Frey, Sherwood C. Jr. Hastings, Allison S. Bass, Lucien
QA-0699 | Published May 14, 2007 | 7 pages Case
Collection: Darden School of Business
Darcy Elliot has been asked by the rush chair of her sorority to secure T-shirts with a very limited budget. In an effort to control cost, Elliot designed an alternative. Prior to contacting the usual... Read More
Bid Week Shirts: Tees R Us
Frey, Sherwood C. Jr. Hastings, Allison S. Bass, Lucien
QA-0700 | Published May 14, 2007 | 9 pages Case
Collection: Darden School of Business
Taylor Taggart, a sales rep for Tees R Us, received earlier in the afternoon an inquiry and specifications for a rush order of T-shirts for Alpha Sigma Eta sorority, a regular customer of Tees R Us. H... Read More
Regression: Forecasting Using Explanatory Factors
Pfeifer, Phillip E. Bodily, Samuel E. Carraway, Robert L. Frey, Sherwood C. Jr.
QA-0693 | Published November 08, 2006 | 51 pages Technical Note
Collection: Darden School of Business
This comprehensive technical note explains linear regression. It is intended for students with no prior knowledge of the topic. It is divided into nine sections, which may be assigned separately: 1. T... Read More
Reines Jewelers: Ashley Gibson
Frey, Sherwood C. Jr. Bacon, Paul
QA-0688 | Published July 25, 2006 | 7 pages Case
Collection: Darden School of Business
As executor for her mother-in-law's estate, Ashley Gibson was attempting to sell a 3.5-carat diamond ring whose lineage could be traced back to the Eastern European branch of the family. An estate liq... Read More
Reines Jewelers: Peter Reines
Frey, Sherwood C. Jr. Bacon, Paul
QA-0689 | Published July 25, 2006 | 7 pages Case
Collection: Darden School of Business
Jeweler Peter Reines was intrigued by the diamond ring that had been dropped off by Ashley Gibson for his inspection. The center diamond was certainly more than three carats, the cut was old European,... Read More
Rocky Shore Golf Links: Donald Andrews
Frey, Sherwood C. Jr. Bass, Lucien Dausen, Mark A.
QA-0686 | Published June 26, 2006 | 7 pages Case
Collection: Darden School of Business
For Douglas Peterson and his two 10-year-old golf partners, it had been a memorable round at a world-class course with a caddy who contributed greatly to their enjoyment. For caddy Donald Andrews, the... Read More
Rocky Shore Golf Links: Douglas Peterson
Frey, Sherwood C. Jr. Bass, Lucien Dausen, Mark A.
QA-0687 | Published June 26, 2006 | 7 pages Case
Collection: Darden School of Business
For Douglas Peterson and his two 10-year-old golf partners, it had been a memorable round at a world-class course with a caddy who contributed greatly to their enjoyment. For caddy Donald Andrews, the... Read More
Mountain Lakes Theatre Festival (A)
Frey, Sherwood C. Jr. Bass, Lucien Oksman, Warren
QA-0684 | Published June 06, 2006 | 5 pages Case
Collection: Darden School of Business
There had been more than the usual number of duplicate ticket numbers, too many angry patrons, and too few volunteers to help smooth the problems at the Mountain Lakes Theatre Festival. The final blow... Read More
Mountain Lakes Theatre Festival (B)
Frey, Sherwood C. Jr. Bass, Lucien Miller, Martha J.
QA-0685 | Published June 06, 2006 | 1 pages Case
Collection: Darden School of Business
There had been more than the usual number of duplicate ticket numbers, too many angry patrons, and too few volunteers to help smooth the problems at the Mountain Lakes Theatre Festival. The final blow... 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 North Star Concert
Frey, Sherwood C. Jr. Carraway, Robert L.
QA-0666 | Published August 11, 2005 | 3 pages Case
Collection: Darden School of Business
The creator of special-event T-shirts has to decide how many shirts to order for an upcoming rock concert. Although she has a best guess and maximum and minimum estimates of attendance at the concert,... Read More
Engine Services, Inc.
QA-0663 | Published August 09, 2005 | 6 pages Case
Collection: Darden School of Business
Engine Services, Inc., is a world-class jet-engine overhaul center. An about-to-be-published quarterly report supports the perception that the overhaul facility is providing too much value relative to... Read More
Cougars Cub Club: Charlotte Cougars
Frey, Sherwood C. Jr. Mishner, Lauren
QA-0661 | Published July 22, 2005 | 7 pages Case
Collection: Darden School of Business
The Charlotte Cougars are in the midst of discussions regarding the sponsorship by Burger Bell of the Cougars Cub Club. Negotiations are nearly complete, but eight issues remain before the contract ca... Read More
Cougars Cub Club: Burger Bell
Frey, Sherwood C. Jr. Mishner, Lauren
QA-0662 | Published July 22, 2005 | 7 pages Case
Collection: Darden School of Business
Burger Bell is in the midst of discussions regarding the sponsorship by Burger Bell of the Cougars Cub Club. Negotiations are nearly complete, but eight issues remain before the contract can be signed... Read More
Precision Controls
QA-0656 | Published July 07, 2005 | 3 pages Case
Collection: Darden School of Business
Precision Controls a leading designer of industrial valve systems has the opportunity to contract with Ashmore Chemicals with produces phenol. Ashmore is trying to improve on its safety due to terrori... Read More
Becca Brothers: Jandie Griffin
QA-0632 | Published September 01, 2004 | 2 pages Case
Collection: Darden School of Business
This series of short cases (see also UVA-QA-0631) is written for use with high-school students. Da Click is a successful local rap band that has attracted the attention of the national recording compa... Read More
Monitor Technology: Chris Kerns (Supplement)
QA-0572 | Published July 30, 2004 | 1 pages Case
Collection: Darden School of Business
Pat Tallon is the corporate attorney for Monitor Technology's parent company and has been asked to mediate a job-performance conflict between Chris Kerns, the manager of MT Engineering, and Shannon Al... Read More
Monitor Technology: Shannon Allen (Supplement)
QA-0573 | Published July 30, 2004 | 1 pages Case
Collection: Darden School of Business
Pat Tallon is the corporate attorney for Monitor Technology's parent company and has been asked to mediate a job-performance conflict between Chris Kerns, the manager of MT Engineering, and Shannon Al... Read More
Becca Brothers: Da Click
QA-0631 | Published July 23, 2004 | 2 pages Case
Collection: Darden School of Business
The Becca Brothers series of cases is part of the "Da Click" collection of short cases written for use with high-school students. Da Click is a successful local rap band that has attracted the attenti... Read More
Monitor Technology: Pat Tallon
QA-0571 | Published July 20, 2004 | 4 pages Case
Collection: Darden School of Business
Pat Tallon is the corporate attorney for Monitor Technology's parent company and has been asked to mediate a job-performance conflict between Chris Kerns, the manager of MT Engineering, and Shannon Al... Read More
Maple Brook Country Club: Josh Smith
Frey, Sherwood C. Jr. Bass, Lucien Driscoll, Greg
QA-0629 | Published June 10, 2004 | 5 pages Case
Collection: Darden School of Business
Used in conjunction with "Maple Brook Country Club: Pat Locke" (UVA-QA-0630), this case concerns the lifeguards at a country club who are surprised by the arbitrary nature of a directive they have jus... Read More
Maple Brook Country Club: Pat Locke
Frey, Sherwood C. Jr. Bass, Lucien Driscoll, Greg
QA-0630 | Published June 10, 2004 | 4 pages Case
Collection: Darden School of Business
Used in conjunction with "Maple Brook Country Club: Josh Smith" (UVA-QA-0629), this case concerns a recent memo from a country club's board of directors regarding restrictions on lifeguard activities ... 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
Clean Pools, Inc.?Jennifer Smith
Frey, Sherwood C. Jr. O'Connor, Lindsey Bass, Lucien
QA-0611 | Published July 03, 2003 | 6 pages Case
Collection: Darden School of Business
Jennifer Smith has worked the past five summers for Clean Pools and would like to do so again this summer. Unfortunately, the anticipated compensation does not meet her needs, but she will be meeting ... Read More
Clean Pools, Inc.?Beth West
Frey, Sherwood C. Jr. O'Connor, Lindsey Bass, Lucien
QA-0612 | Published July 03, 2003 | 9 pages Case
Collection: Darden School of Business
Beth West is in the midst of hiring staff for the summer and would very much like to rehire Jennifer Smith who has worked for Clean Pools the past five summers. West fears that the wage scale within w... 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
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
Monitor Technology: Shannon Allen
QA-0570 | Published October 18, 2001 | 7 pages Case
Collection: Darden School of Business
A series of events has led to a confrontation between Chris Kerns, manager of Engineering, and Shannon Allen, one of Kerns's direct reports. Allen is considering resigning, but the moment is not oppor... Read More
Monitor Technology: Chris Kerns
QA-0569 | Published October 17, 2001 | 7 pages Case
Collection: Darden School of Business
A series of events have led to a confrontation between Chris Kerns, manager of Engineering, and Shannon Allen, one of Kerns's direct reports. Before Kerns will discuss future possibilities, Allen must... Read More
Windburn Associates
Frey, Sherwood C. Jr. Bass, Lucien
QA-0567 | Published August 14, 2001 | 5 pages Case
Collection: Darden School of Business
Business school recruiting has not gone well for Windburn Associates, a highly respected, strategic consulting company with offices in 11 major cities throughout the country. After four rejections and... Read More
John Bowen
Frey, Sherwood C. Jr. Bass, Lucien
QA-0568 | Published August 14, 2001 | 7 pages Case
Collection: Darden School of Business
John Bowen has aggressively interviewed with management consulting firms and Fortune 100 corporate planning offices. His efforts have paid off for he has received several very appealing offers. The co... Read More
Merck & Company: Product KL-798
Frey, Sherwood C. Jr. Bodily, Samuel E.
QA-0582 | Published July 09, 2001 | 4 pages Case
Collection: Darden School of Business
Merck has been approached by a small biotech research firm with the proposal that Merck buy the rights to a new drug that promises to treat obesity and lower cholesterol. The drug is in the middle of ... 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
Using Crystal Ball
QA-0561 | Published September 08, 2000 | 6 pages Technical Note
Collection: Darden School of Business
This note offers a brief introduction to the key steps in the use of the Crystal Ball software system. Read More
George's T-Shirts Addendum
QA-0548 | Published September 07, 1999 | 1 pages Case
Collection: Darden School of Business
This addendum to George's T-shirts (UVA-QA-0346) offers a revised forecast in the form of a cumulative distribution function for the two key uncertainties in the case. It can be used as the basis for ... Read More
Probability Assessment Appraisal
QA-0549 | Published August 03, 1999 | 3 pages Exercise
Collection: Darden School of Business
This exercise allows students to assess probability distributions (.05, .25, .50, .75, .95 fractiles) for 10 uncertain quantities and to calibrate the reliability of their assessments. Read More
What If...?
QA-0528 | Published October 30, 1998 Technical Note
Collection: Darden School of Business
This note develops a variety of approaches to sensitivity analysis within the context of a promotional decision regarding a consumer product. Analyses include the development of optimistic/pessimistic... Read More
The CIT Group
Frey, Sherwood C. Jr. Castleman, William R.
QA-0530 | Published July 17, 1998 | 9 pages Case
Collection: Darden School of Business
This case and its companion "International American Bank" (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 r... Read More
International American Bank
Frey, Sherwood C. Jr. Castleman, William R.
QA-0531 | Published July 17, 1998 | 9 pages Case
Collection: Darden School of Business
This case and its companion, the CIT Group (UVA-QA-0530) 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, th... Read More
Probability: The Language of Uncertainty
QA-0529 | Published June 08, 1998 | 11 pages Technical Note
Collection: Darden School of Business
This note serves as an introduction to probability distribution?their interpretation and their assessment. Uniform and triangular distributions, as well as discrete distributions, are discussed. Summa... Read More
Competitor Analysis
QA-0527 | Published May 01, 1998 | 11 pages Technical Note
Collection: Darden School of Business
The note begins by suggesting various dimensions along which competitive situations may differ. It then introduces the matrix game structure and means to analyze a matrix games through iterative domin... Read More
Armco Inc.: The Bubble Policy
Frey, Sherwood C. Jr. Gabel, H. Landis Sessoms, W. K.
QA-0227 | Published April 05, 1997 Case
Collection: Darden School of Business
This case considers the EPA's bubble policy, which allows pollution to be managed on a plantwide basis rather than stack by stack. A pollution constraint is added to a linear-programming model that ma... Read More
Proactive Decision Making
QA-0502 | Published September 04, 1996 Technical Note
Collection: Darden School of Business
This note explores the differences between situations amenable to routine decision rules and those requiring proactive decision making. It suggests that proactive decision making seeks a rich set of a... Read More
Evaluating Multiperiod Performance
QA-0518 | Published February 24, 1996 | 17 pages Technical Note
Collection: Darden School of Business
This technical note begins with the estimation of cash flows and then introduces the technique of discounted cash flows by first addressing accumulated value and then computing present values. The not... 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
The Commerce Tavern
Frey, Sherwood C. Jr. Pfeifer, Phillip E.
QA-0459 | Published July 14, 1994 | 10 pages Case
Collection: Darden School of Business
The owner of the Commerce Tavern is considering the possibility of changing his long-standing policy of not accepting credit-card charges from his clients. His decision is complicated by the presence ... Read More
Jade Shampoo (B)
Frey, Sherwood C. Jr. Packard, Donna M.
QA-0454 | Published March 30, 1994 | 3 pages Case
Collection: Darden School of Business
The B case presents the market-research department's hypothesis-test analysis, which rejects the introduction of the new dispenser cap. This conclusion is contrary to Debbie Kennedy's intuition and to... 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
Dhahran Roads (B)
Frey, Sherwood C. Jr. Schlosser, Michel
QA-0426 | Published September 24, 1991 | 2 pages Case
Collection: Darden School of Business
This case complements the A case by providing the decision-maker's view on the key sources of risk and his probability assessment of the uncertainties that give rise to them. The case can be used as a... Read More
The Waldorf Property
Frey, Sherwood C. Jr. Scorgie, Stephen R.
QA-0422 | Published July 29, 1991 | 10 pages Case
Collection: Darden School of Business
The Waldorf property is a tract of land whose development value is uncertain. One acre must be preserved as wetlands: The seller claims that it is too small an amount, and the Corps of Engineers indic... Read More
Sorensen Chevrolet File Reporting Form
QA-0412 | Published April 08, 1990 | 1 pages Case
Collection: Darden School of Business
This reporting form accompanies the Sorensen Chevrolet (Harvard Case No. 9-175-258) and captures the student's assessments of the outcomes of the court case and the settlement reached (if any). Read More
Galaxy Micro Systems
QA-0394 | Published April 08, 1989 | 2 pages Case
Collection: Darden School of Business
Galaxy Micro Systems is negotiating with a vendor about the cost of service support for the warranty on Galaxy's new workstation. The vendor has offered Galaxy a choice between a fixed-price, lump-sum... Read More
Galaxy Micro Systems Supplement
QA-0395 | Published April 08, 1989 | 1 pages Case
Collection: Darden School of Business
This supplement to "Galaxy Micro Systems" (UVA-QA-0394) provides sales forecasts in a cumulative probability distribution forecast that are consistent with the discrete forecasts of the main case. Read More
Casewriting
Frey, Sherwood C. Jr. Sihler, William W. Bruner, Robert F. Rotch, William Vandell, Robert Opitz, Casey S. Newton, Derek A.
G-0364 | Published April 01, 1989 | 14 pages Technical Note
Collection: Darden School of Business
This note contains suggestions on casewriting under the following headings: Objectives of the Case Method; Case Development; An Overview; Preparing To Write A Case; Sources of Case Information; The C... Read More
Jade Shampoo (A)
Frey, Sherwood C. Jr. Packard, Donna M.
QA-0380 | Published April 08, 1988 | 7 pages Case
Collection: Darden School of Business
Debbie Kennedy has just received word that her ideas for a product improvement of Jade Shampoo have culminated in test-market results above the break-even point, and she is anxious to move ahead with ... Read More
Francis & Mayo, Inc.: Richard Mayo
Frey, Sherwood C. Jr. Ulvila, Jacob
QA-0374 | Published April 05, 1988 | 7 pages Case
Collection: Darden School of Business
This case provides confidential information from the perspective of the buyer of an exotic automobile. The companion case is "Francis & Mayo, Inc.: Alex Smith" (UVA-QA-0375). The pair of cases provide... Read More
Francis & Mayo, Inc.: Alex Smith
Frey, Sherwood C. Jr. Ulvila, Jacob
QA-0375 | Published April 05, 1988 | 7 pages Case
Collection: Darden School of Business
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 prov... Read More
Compressor Corporation, Inc.: Pat Divso
QA-0360 | Published April 05, 1987 | 4 pages Case
Collection: Darden School of Business
You are Pat Divso, a senior purchasing agent of Compressor Corporation, Inc. (CCI). You have been given a major purchasing assignment to find a solution to the deadlocked price negotiations with Scand... Read More
Scandia Steel AB: Kaj Johansson
QA-0361 | Published April 05, 1987 | 4 pages Case
Collection: Darden School of Business
This case provides the background for one participant in a contract negotiation regarding price, duration, and exclusivity. Read More
Akron Foundry
QA-0398 | Published April 08, 1986 | 7 pages Case
Collection: Darden School of Business
This case and its companion case, “RMC: Hydra Division” (UVA-QA-0399), are a supply-chain negotiation for which there is a narrow zone of potential agreement. Locating outcomes in that zone is challen... Read More
RMC: Hydra Division
QA-0399 | Published April 08, 1986 | 7 pages Case
Collection: Darden School of Business
This case and its companion case, “Akron Foundry” (UVA-QA-0398), are a supply-chain negotiation for which there is a narrow zone of potential agreement. Locating outcomes in that zone is challenging d... Read More
Centralia Construction Corporation
Frey, Sherwood C. Jr. Lederer, Phil
QA-0298 | Published April 05, 1986 | 5 pages Case
Collection: Darden School of Business
This case and its companion, "Myerson Industries" (UVA-QA-0299), constitute the materials for a negotiating exercise. The exercise is a distributive-bargaining situation surrounding the negotiation of... Read More
Myerson Industries
Frey, Sherwood C. Jr. Lederer, Phil
QA-0299 | Published April 05, 1986 | 5 pages Case
Collection: Darden School of Business
This case and its companion, "Centralia Construction Corporation" (UVA-QA-0298), constitute the materials for an exercise in role playing and negotiating. The exercise is a distributive-bargaining sit... Read More
Buckeye Power & Light Company
Frey, Sherwood C. Jr. Carraway, Robert L.
QA-0326 | Published April 05, 1986 | 6 pages Case
Collection: Darden School of Business
This case describes the coal-procurement process of a small electric utility. The manager of the production fuel department must decide how much coal to purchase from each vendor and how to allocate t... Read More
George's T-Shirts
Frey, Sherwood C. Jr. Pfeifer, Phillip E.
QA-0346 | Published April 05, 1986 | 2 pages Case
Collection: Darden School of Business
George Lasiter sells special-events T-shirts and must decide how many to order for an upcoming concert. He has high, medium, and low estimates of both concert attendance and the percentage of attendee... Read More
Florida Glass Company (A)
QA-0315 | Published April 05, 1984 | 9 pages Case
Collection: Darden School of Business
The materials manager of the Florida Glass Company noticed that the monthly run of the Energy Planning Model was scheduled for that day. This model calculated the optimal mix of products for the comin... Read More
Discounted Cash Flow Exercises
QA-0290 | Published April 05, 1983 | 2 pages Case
Collection: Darden School of Business
Students are asked in each of the situations presented, which alternative is better, assuming that they would put whatever money they receive in a secure investment that returns 10% annually. Read More
T. Rowe Price Associates
Frey, Sherwood C. Jr. Case, Edward R.
QA-0295 | Published April 05, 1983 | 8 pages Case
Collection: Darden School of Business
Peter Gordon, manager of a $1.6 billion investment in municipal securities at Price, has just received phone calls from the sales representatives of two investment banks, each offering attractive oppo... Read More
Dhahran Roads (A)
Frey, Sherwood C. Jr. Schlosser, Michel
QA-0296 | Published April 05, 1983 | 2 pages Case
Collection: Darden School of Business
SADE, a Bahrain-based civil engineering company, has been selected as the prime contractor for a road-reconstruction project in Saudi Arabia. Based on company cost estimates, the project provides a 15... Read More