This case and the related case (UV3897) examines both sides of the two-party negotiations in which students are asked to find the net value of the transaction. These cases fit well in the negotiations and the courses are suitable for both undergraduate and MBA students. This case from the point of view of Robert Johnston, owner of Golf Value plan. Johnston looked forward to the return of David Deluna to the golf shop with the clubs he was willing to exchange for new clubs. Johnston already had a buyer for one of the clubs that Deluna this can be included in the trade. Johnston knew Deluna for several years and was impressed by the skills the young golfer and respect with which he treated his clubs. As a result, Johnston was confident that he would be able to buy used clubs with high resale value. During the trade, Johnston wanted to maximize the profit potential of used clubs, he took in trade, knowing that he had exceeded his income from Cameron putter. "Hide
by Sherwood C. Frey, Lucien Bass, Daniel Duval Source: University of Virginia Darden School Foundation 5 pages. Publication Date: June 4, 2009. Prod. #: UV3898-PDF-ENG
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