Business Case Studies & Business Publications

Cartwell Tours: The Borealis Suites Cont...

Frey, Sherwood C. ...

Case

Cartwell Tours: The Borealis Suites Contract Negotiation

Frey, Sherwood C. Jr.; Clyman, Dana R.

QA-0917 | Published October 1, 2020 | 8 pages Case

Collection: Darden School of Business

Product Details

These cases follow Peter Wong, general manager of Borealis Suites in Niagara Falls, and Susan Vanderpole, contract negotiator at Cartwell Tours, as they attempt to negotiate doing business together during the next tourist season. Students are tasked with stepping into the role of one of the parties, and analyzing the data provided to approach the meeting and come away with the best possible contract for their needs.