To examine this case and the related case (UV3898) both sides of a two-party negotiations in which invited the students are to find the net value of the transaction. These cases fit well into negotiations courses and are suitable for both undergraduate and MBA students. This case is from the perspective of David Deluna, who is looking forward to the purchase and use of a new putter Golf Fore value for which it was used clubs would trade one or more of its. Deluna had the value of each of the three clubs t … examine Read more »

To examine this case and the related case (UV3898) both sides of a two-party negotiations in which invited the students are to find the net value of the transaction. These cases fit well into negotiations courses and are suitable for both undergraduate and MBA students. This case is from the perspective of David Deluna, who is looking forward to the purchase and use of a new putter Golf Fore value for which it was used clubs would trade one or more of its. Deluna had the value of each of the three clubs that are involved in the trade and could even had its resale value as estimated in the store. His goal was to determine the net value of the clubs that remained in his golf bag less the clubs could be made or received by the trade for any small adjustments maximize cash given. He hoped that he could use his long-standing relationship with Robert Johnston, the owner of the Golf Fore value to negotiate a favorable offer.
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from
Sherwood C. Frey,
Lucien Bass
Source: University of Virginia Darden School Foundation
5 pages.
Release Date: 4 June 2009. Prod #: UV3897-PDF-ENG
Golf Fore value: David Deluna HBR case solution