...Sherwood C.. Frey, Jr.; Dana R. Clyman 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 include number of rooms during peak, mid-, and off-periods; room...

... plants. The situation can be modeled and solved as a linear program. Sensitivity analysis can be used to help formulate a strategy for negotiating with the vendors and to address other special issues. This case was prepared by Robert Carraway. It was written as a basis for class discussion rather...

...Robert F. Bruner; Robert E. Spekman; Petra Christmann; Brian Kannry; Melinda Davies This case may be taught singly or used as a merger-negotiation exercise with “Chrysler Corporation: Negotiations between Daimler and Chrysler” (UVA-F-1240). Set in February 1998, the case places students...

... are very real possibilities. This case is an exercise in negotiating a consensual restructuring of a financially distressed company when stakeholders have varied incentives, legal rights, potential remedies, and interests in how the company will be managed going forward. The case discussion works best...

...Elena Loutskina; George Shapovalov Recommended for MBAs, this case is one of a pair of cases used in a merger negotiation exercise. It is designed to be used with “Mars, Incorporated” (UVA-F-1612), but it can also be used on its own. Half of the class prepares only the Wrigley case and the other...

...Elena Loutskina; George Shapovalov Recommended for MBAs, this case is one of a pair of cases used in a merger negotiation exercise. It is designed to be used with “Wm. Wrigley Jr. Company” (UVA-F-1607), but it can also be used on its own. Half of the class prepares only the Wrigley case...

...Sherwood C. Frey, Jr.; Phil Lederer 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 the price for the construction of a building (some minor...

...Robert F. Bruner; Casey S. Opitz This negotiation case is meant to be used in conjunction with “Hybritech, Incorporated (A)” (UVA-F-0792); half the class works from one case and half from the other. Lilly is considering acquiring Hybritech, but the genetic-engineering company's future cash flows...

... of fixed and contingent payments to the seller. Two different earnout designs are suggested in the case. Students must simulate the value of the earnout to estimate the expected value of this provision from the standpoints of both the buyer and seller. The last negotiation between the two parties ended...