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Centralia Construction Corporation
Frey, Sherwood C. Jr.; Lederer, Phil Case QA-0298 / Published April 5, 1986 / 5 pages.
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Product Overview

This case and its companion, "Myerson Industries" (UVA-QA-0299), constitute the materials for a negotiating exercise. The exercise is a distributive-bargaining situation surrounding the negotiation of the price for the construction of a building (some minor opportunities exist for creating mutual value).


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  • Overview

    This case and its companion, "Myerson Industries" (UVA-QA-0299), constitute the materials for a negotiating exercise. The exercise is a distributive-bargaining situation surrounding the negotiation of the price for the construction of a building (some minor opportunities exist for creating mutual value).

  • Learning Objectives