Product Overview

Kicks Inc., a manufacturer and distributor of athletic apparel and shoes, had plans to launch a new tennis shoe line within the year and was seeking an up-and-coming young athlete to be its spokesperson. Sebastian Martinez had emerged as an ideal candidate, and contract discussions were underway. Six issues need to be resolved to the satisfaction of the six parties involved?the athlete, the athlete's mother, the athlete's father, the athlete's agent, the Kicks brand manager, and an International Tennis Federation representative. This case provides specific role information for the Kicks brand manager. The case needs to be accompanied by the background information case, UVA-QA-0739.

Learning Objectives

This case and its supporting role cases can be used to (1) develop an understanding of the underlying bases upon which coalitions can be formed; (2) develop an appreciation for the added dimensionality of preparation in multiparty situations; (3) develop an appreciation for the process choices that need to be made; and (4) compare and contrast appropriate approaches to bilateral versus multilateral negotiations.