Business Case Studies & Business Publications

The Trois Fois: Matt Jungen

Clyman, Dana R., R...

Case

The Trois Fois: Matt Jungen

Clyman, Dana R.; Raflo, Marissa

QA-0586 | Published February 8, 2002 | 8 pages Case

Collection: Darden School of Business

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This is a two-party negotiation over the sale of a restaurant. On the surface, it appears distributive with a very small zone of agreement. However, there are several ways to create value by transforming the relationship. For instance, the Seller can also become a Customer. The Seller can become a Supplier. And they can arrange to share resources. Each of these reframings of the relationship results in the creation of mutual value and a wider zone of agreement. Note, both sides are able to differentially value the deal in dollars. This case must be used in conjunction with "The Trois Fois: Louise DuChamp" UVA-QA-0585.