Business Case Studies & Business Publications

Francis & Mayo, Inc.: Alex Smith

Frey, Sherwood C. ...

Case

Francis & Mayo, Inc.: Alex Smith

Frey, Sherwood C. Jr.; Ulvila, Jacob

QA-0375 | Published April 5, 1988 | 7 pages Case

Collection: Darden School of Business

Product Details

This case provides confidential information from the perspective of the seller of an exotic automobile. The companion case is "Francis & Mayo, Inc.: Richard Mayo" (UVA-QA-0374). The pair of cases provides an opportunity for students to experience face-to-face negotiations in a disruptive bargaining context.