Business Case Studies & Business Publications

WMC: Hydra Division

Frey, Sherwood C. ...

Case

WMC: Hydra Division

Frey, Sherwood C. Jr.

QA-0785 | Published March 14, 2012 Case

Collection: Darden School of Business

Product Details

This case and its companion case, "Toledo Foundry" (UVA-QA-0784), 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 simplified versions of "RMC: Hydra Division" (UVA-QA-0399) and "Akron Foundry" (UVA-QA-0398); the performance criterion for Akron has been simplified.