This case and its companion case, "TMC: Hydra Division" (UVA-QA-0787), are a supply-chain negotiation for which there is a narrow zone of potential agreement. Locating outcomes in that zone is challenging due to differences in raw material costs (real and perceived), potentially extreme opening offers, lack of commitment to do a deal, and different interpretations of history. The difference in raw material costs can provide an opportunity for mutually beneficial agreements to be reached. The cases are updated versions of "Akron Foundry" (UVA-QA-0398) and "RMC: Hydra Division" (UVA-QA-0399); the contract is for December 2011 and the aluminum price data are for 2010 and 2011.

This case and its companion case, "Dayton Foundry" (UVA-QA-0788), are a supply-chain negotiation for which there is a narrow zone of potential agreement. Locating outcomes in that zone is challenging due to differences in raw material costs (real and perceived), potentially extreme opening offers, lack of commitment to do a deal, and different interpretations of history. The difference in raw material costs can provide an opportunity for mutually beneficial agreements to be reached. The cases are updated versions of "RMC: Hydra Division" (UVA-QA-0399) and "Akron Foundry" (UVA-QA-0398); the contract is for December 2011 and the aluminum price data are for 2010 and 2011.

This case and its companion, "The Coronet-Cameron Baker" (UVA-QA-0763), are intended for undergraduate, executive education, and MBA audiences. They were written for a "Bargaining and Negotiating" elective. This case is from the perspective of Leslie Forsyte, the founder of a vintage car restoration company. Forsyte's current project-the restoration of a 1970 Dodge Super Bee-only requires doors in order to be completed. After months of searching, Forsyte has finally found an ad for a 1970 Dodge Coronet, a car possessing doors that match the Super Bee's.

This case and its companion, "The Coronet-Leslie Forsyte" (UVA-QA-0764), are intended for undergraduate, executive education, and MBA audiences. They were written for a "Bargaining and Negotiating" elective. This case is from the perspective of Cameron Baker, who owns a 1970 Dodge Coronet and needs to sell the car. Baker has a prospective buyer who has come to look at the car.

Rob Jones, a Business Development manager intern, has been asked to make a recommendation regarding the purchase of a key piece of intellectual property for use in the Xbox. The project requires collaboration with several functional groups within Xbox and, ultimately, their buy-in. Jones has collected assessments and perspectives (sometimes conflicting) and needs to assimilate them into a recommendation. Jones is surprised to learn that his manager has arranged for his recommendation to be presented to the Division's CFO.

Supplement to case UV1296 Jeweler Peter Reines was intrigued by the diamond ring that had been dropped off by Ashley Gibson for his inspection. The center diamond was certainly more than three carats, the cut was old European, and the setting was exquisite. A friend with an impressive collection of antique jewelry, who came by the store, offered $30,000 for the ring. That offer translated into a maximum price to Gibson of $27,500 if she were interested in selling it.

This note introduces four common underlying processes and the analytical probability distribution used to forecast the outcomes of each. The note also illustrates how to use Excel functions to calculate probabilities from the four resulting probability distributions: the binomial, normal, Poisson, and exponential.

The creator of special-event T-shirts has to decide how many shirts to order for an upcoming rock concert. Although she has a best guess and maximum and minimum estimates of attendance at the concert, her decision is complicated by this particular group's history of canceling at the last minute, in which case she would be stuck with all the T-shirts.

Engine Services, Inc., is a world-class jet-engine overhaul center. An about-to-be-published quarterly report supports the perception that the overhaul facility is providing too much value relative to contractual guarantees. The root of the problem may be the "two standard deviations rule," which is being used to provide a cushion above the guarantee. Lower targets increase the chances of costly rework but save on the costs of initial work.

The Charlotte Cougars are in the midst of discussions regarding the sponsorship by Burger Bell of the Cougars Cub Club. Negotiations are nearly complete, but eight issues remain before the contract can be signed. This case, together with its companion case, "Cougars Cub Club: Burger Bell" (UV0701), offers the opportunity for a one-on-one negotiation experience in which differences in priorities provide the basis for creating mutual value. In addition, there are issues that can be classified as congruent as well as those that are unavoidably distributive. As a result, debriefings can focus on both the creation and the claiming of value.

Burger Bell is in the midst of discussions regarding the sponsorship by Burger Bell of the Cougars Cub Club. Negotiations are nearly complete, but eight issues remain before the contract can be signed. This case, together with its companion case, "Cougars Cub Club: Charlotte Cougars" (UV0700), offers the opportunity for a one-on-one negotiation experience in which differences in priorities provide the basis for creating mutual value. In addition, there are issues that can be classified as congruent as well as those that are unavoidably distributive. As a result, debriefings can focus on both the creation and the claiming of value.

This series of short cases (see also UV0532) is written for use with high-school students. Da Click is a successful local rap band that has attracted the attention of the national recording company Becca Brothers. The series presents a multi-issue negotiation over the group's first recording contract. There are congruent, distributive, and integrative issues that provide an opportunity for creating and claiming value.

Pat Tallon is the corporate attorney for Monitor Technology's parent company and has been asked to mediate a job-performance conflict between Chris Kerns, the manager of MT Engineering, and Shannon Allen, an engineering-support technician who works for Kerns.

The Becca Brothers series of cases is part of the "Da Click" collection of short cases written for use with high-school students. Da Click is a successful local rap band that has attracted the attention of the national record company Becca Brothers. The situation is a multi-issue negotiation over the group's first recording contract. There are issues that are congruent, distributive, and integrative, thus presenting the opportunity for creating and claiming value.

Pat Tallon is the corporate attorney for Monitor Technology's parent company and has been asked to mediate a job-performance conflict between Chris Kerns, the manager of MT Engineering, and Shannon Allen, an engineering-support technician who works for Kerns.

Used in conjunction with UV0697 and UV0698. Three couples, all good friends, rent a beach house for the week. They all have different financial circumstances and different beliefs about what's fair. They need to find a way to decide who sleeps where, and how to divide the costs of the beach house.

Beth West is in the midst of hiring staff for the summer and would very much like to rehire Jennifer Smith who has worked for Clean Pools the past five summers. West fears that the wage scale within which she must work may discourage Smith from accepting the job. Although the negotiation can focus exclusively on the wage rate for lifeguarding, there are more fruitful areas of discussion that can be of benefit to both parties: extra lifeguarding hours, swim instruction, and extended work season. The case illustrates the opportunities afforded by information sharing and the relaxation of constraints. See also UV3994, which presents Jennifer Smith's perspective.

Jennifer Smith has worked the past five summers for Clean Pools and would like to do so again this summer. Unfortunately, the anticipated compensation does not meet her needs, but she will be meeting with Beth West, Clean Pools' head pool supervisor, to discuss the matter. Although the negotiation can focus exclusively on the wage rate for lifeguarding, there are more fruitful areas of discussion that can be of benefit to both parties-extra lifeguarding hours, swim instruction, and extended work season. The case illustrates the opportunities afforded by information sharing and the relaxation of constraints. See also UV3859, which presents Beth West's perspective.

Avion is interested in a new valve to manage the highly volatile phenol in its production process. Avion and Orion strike a deal for Orion to try to produce these valves. There are time, engineering, and software constraints that make the valve-redesign project a risky endeavor. The A case (UVA-QA-0602) consists of a basic decision tree that has been used as an introductory case in decision analysis and in the core material for an exam. The A case is a rewrite of two earlier cases (QA-0480 and QA-0481). In those cases, the key issues surround the scheduling of the projects, leading to insights about which to schedule first. Here, the scheduling is fixed and the issues are less calculation-intensive and more interesting. In the A case, there are two options: one the students usually see and one they don't. The B case consists of a quick series of changes in the situation that leads to a totally different decision structure and requirement for simulation modeling (or some other technique to handle the introduction of continuous uncertainties). This case also has a wonderful real option embedded in the problem around which an entire class can be built. Because the estimate is continuous, the option problem becomes one of finding the optimal estimated-performance value at which one aborts the software redesign.

Sparta Glass Products has been losing significant market share over the last several quarters in the non-glare-glass market, with a price 10% above the competition. Lowering the price is under consideration. Unfortunately, fully allocated costs are such that the lower price results in a loss. Issues to be discussed and analyses to be conducted include the relevant costs for the decision and the reactions from competitors.