This case-and its related case (UV3898) - analyze both sides of a two-party negotiation, in which pupils are requested to find the net worth of the deal. These cases fit well in discussions lessons and are appropriate for both undergraduate and MBA students. This case is from the perspective of David Deluna, who was looking forward to using and obtaining a new putter from Golf Fore Value-for which he'd trade one or more of his used clubs.
Deluna had also considered their resale value to the shop and had appraised the value of each of the three clubs that could be included in the commerce. His goal was to optimize the net worth of the clubs that stayed in his golf bag less the clubs given up in commerce with adjustments for any small cash payment that might be made or received. He expected he could leverage his long-standing relationship with Robert Johnston, whoever owns Golf Fore Value, to negotiate a favorable deal.
PUBLICATION DATE: June 04, 2009 PRODUCT #: UV3897-PDF-ENG
This is just an excerpt. This case is about STRATEGY about STRATEGY & EXECUTION
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Golf Fore Value: Robert Johnston
Evaluating M&Deals: How Poison Pills Work
Platform-Mediated Networks: Definitions and Core Concepts
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