Business Case Studies & Business Publications

Cougars Cub Club: Charlotte Cougars

Frey, Sherwood C. ...

Case

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

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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 can be signed. This case, together with its companion case, "Cougars Cub Club: Burger Bell" (UVA-QA-0662), offers the opportunity for a one-on-one negotiation experience in which differences in priorities provide the basis for creating mutual value. In addition, there are issues that can be classified as congruent as well as those that are unavoidably distributive. As a result, debriefings can focus on both the creation and the claiming of value.