This case and the related case (UV3898)-examine both sides of a 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 David Deluna, who was looking forward to purchasing and using a new putter for Golf Fore the value that it will sell one or more of its used clubs. Deluna was rated the importance of each of the three clubs that could be included in the trade and also considered their liquidation value in the store. His goal was to maximize the net value of the clubs that were left in his bag of golf clubs less refused to trade with the settings for any small payment of money that can be made or received. He hoped that he could use his longstanding relationship with Robert Johnston, owner of Golf Fore Price to negotiate favorable deals. "Hide
by Sherwood C. Frey, Lucien Bass Source: University of Virginia Darden School Foundation 5 pages. Publication Date: June 4, 2009. Prod. #: UV3897-PDF-ENG
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