Sherwood C. Frey

University of Virginia - Darden School of Business

P.O. Box 6550

Charlottesville, VA 22906-6550

United States

http://www.darden.virginia.edu/faculty/frey.htm

SCHOLARLY PAPERS

118

DOWNLOADS
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9,370

SSRN CITATIONS

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CROSSREF CITATIONS

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Scholarly Papers (118)

1.

Merck & Company: Product Kl-798

Number of pages: 4 Posted: 21 Oct 2008
Sherwood C. Frey and Samuel E. Bodily
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 1,068 (26,824)
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decision analysis, leadership, risk management

2.
Downloads 493 ( 75,228)

George's T-Shirts

Number of pages: 2 Posted: 21 Oct 2008
Sherwood C. Frey and Phillip E. Pfeifer
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 432 (87,348)
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decision making, product management

George's T-Shirts

Number of pages: 2 Posted: 21 Oct 2008
Sherwood C. Frey and Phillip E. Pfeifer
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 61 (456,655)
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decision making, product management

Analytical Probability Distributions with Excel

Number of pages: 19 Posted: 21 Oct 2008
Sherwood C. Frey, Dana Clyman and Warren Oksman
University of Virginia - Darden School of Business, University of Virginia (UVA), Darden School of Business (deceased) and Harvard Business School (deceased)
Downloads 383 (100,400)
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Probability analysis

Analytical Probability Distributions with Excel

Number of pages: 19 Posted: 21 Oct 2008
Sherwood C. Frey, Phillip E. Pfeifer and Warren Oksman
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and Harvard Business School (deceased)
Downloads 62 (452,961)
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Probability analysis

4.

Dhahran Roads (a)

Number of pages: 2 Posted: 21 Oct 2008 Last Revised: 10 Nov 2021
Sherwood C. Frey and Michel Schlosser
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 444 (85,320)
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capital budgeting, internal rate of return, international business, diverse protagonist, middle eastern/african, net present value, international case, diversity case, sensitivity analysis

5.

Harimann International

Number of pages: 10 Posted: 21 Oct 2008
Sherwood C. Frey, Dana Clyman and Hasmeeth Uppal
University of Virginia - Darden School of Business, University of Virginia (UVA), Darden School of Business (deceased) and affiliation not provided to SSRN
Downloads 421 (90,741)
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decision theory, international

6.
Downloads 400 ( 96,275)

Orion Controls (a)

Number of pages: 4 Posted: 21 Oct 2008
Sherwood C. Frey and Dana Clyman
University of Virginia - Darden School of Business and University of Virginia (UVA), Darden School of Business (deceased)
Downloads 212 (186,380)
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decision analysis, simulation, decision tree

Orion Controls (a)

Number of pages: 4 Posted: 21 Oct 2008
Sherwood C. Frey and Dana Clyman
University of Virginia - Darden School of Business and University of Virginia (UVA), Darden School of Business (deceased)
Downloads 188 (208,197)
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decision analysis, simulation, decision tree

7.

Preparing Our Students to Be Newsvendors

Number of pages: 30 Posted: 27 Jun 2001
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, University of Virginia - Darden Graduate School of Business Administration and University of Virginia - Darden School of Business
Downloads 374 (104,034)

Abstract:

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8.

Athens Glass Works

Number of pages: 4 Posted: 21 Oct 2008
Sherwood C. Frey and Dana Clyman
University of Virginia - Darden School of Business and University of Virginia (UVA), Darden School of Business (deceased)
Downloads 343 (114,528)
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competitive dynamics, pricing, relevant costs

9.
Downloads 305 (130,009)

Sparta Glass Products

Number of pages: 5 Posted: 21 Oct 2008
Sherwood C. Frey and Dana Clyman
University of Virginia - Darden School of Business and University of Virginia (UVA), Darden School of Business (deceased)
Downloads 245 (162,107)
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competition, pricing, relevant costs

Sparta Glass Products

Number of pages: 5 Posted: 21 Oct 2008
Sherwood C. Frey and Dana Clyman
University of Virginia - Darden School of Business and University of Virginia (UVA), Darden School of Business (deceased)
Downloads 60 (460,441)
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competition, pricing, relevant costs

10.
Downloads 296 (134,277)

Buckeye Power & Light Company

Number of pages: 6 Posted: 21 Oct 2008
Sherwood C. Frey and Robert L. Carraway
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 174 (222,871)
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decision theory, linear programming, negotiation, resource allocation, sensitivity analysis

Buckeye Power & Light Company

Number of pages: 6 Posted: 21 Oct 2008
Sherwood C. Frey and Robert L. Carraway
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 122 (297,127)
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decision theory, linear programming, negotiation, resource allocation, sensitivity analysis

11.
Downloads 253 (157,696)

Using Crystal Ball

Number of pages: 6 Posted: 21 Oct 2008
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 229 (173,160)
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software

Using Crystal Ball

Number of pages: 6 Posted: 21 Oct 2008
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 24 (649,819)
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software

12.
Downloads 247 (161,355)

Dhahran Roads (B)

Number of pages: 2 Posted: 21 Oct 2008 Last Revised: 25 May 2018
Sherwood C. Frey and Michel Schlosser
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 205 (192,406)
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capital budgeting, diverse protagonist/middle eastern/african, international case, diversity case, international

Dhahran Roads (B)

Number of pages: 2 Posted: 21 Oct 2008 Last Revised: 25 May 2018
Sherwood C. Frey and Michel Schlosser
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 42 (539,723)
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capital budgeting, diverse protagonist/middle eastern/african, international case, diversity case, international

13.

Making Corporate Environmental and Social Responsibility (CESR) Happen

Number of pages: 35 Posted: 03 Sep 2008
Michel Schlosser, Sherwood C. Frey and Richard Brownlee
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 233 (170,653)

Abstract:

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Sustainability, Global business, Corporate business responsibility, Innovation, Climate change, Business ethics

14.

Regression: Forecasting Using Explanatory Factors

Number of pages: 53 Posted: 21 Oct 2008
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 216 (183,417)

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data analysis, regression analysis, statistical analysis

15.
Downloads 213 (185,817)

Jade Shampoo (a)

Number of pages: 6 Posted: 21 Oct 2008
Sherwood C. Frey and Donna Packard
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 111 (317,896)
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cash flow, decision analysis, diverse protagonist, asian, diverse protagonist, female, diversity case, statistics, diversity

Jade Shampoo (a)

Number of pages: 6 Posted: 21 Oct 2008
Sherwood C. Frey and Donna Packard
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 102 (337,092)
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cash flow, decision analysis, diverse protagonist, asian, diverse protagonist, female, diversity case, statistics, diversity

16.

The Waldorf Property

Number of pages: 10 Posted: 05 Apr 2010
Sherwood C. Frey and Stephen Scorgie
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 212 (186,597)
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decision analysis, cash flow, forecasting

17.
Downloads 182 (214,248)

Orion Controls (B)

Number of pages: 3 Posted: 21 Oct 2008
Sherwood C. Frey and Dana Clyman
University of Virginia - Darden School of Business and University of Virginia (UVA), Darden School of Business (deceased)
Downloads 93 (358,231)

Abstract:

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decision analysis, simulation, decision trees

Orion Controls (B)

Number of pages: 3 Posted: 21 Oct 2008
Sherwood C. Frey and Dana Clyman
University of Virginia - Darden School of Business and University of Virginia (UVA), Darden School of Business (deceased)
Downloads 89 (368,455)

Abstract:

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decision analysis, simulation, decision trees

18.

Discounted Cash Flow Exercises

Number of pages: 2 Posted: 21 Oct 2008
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 167 (230,645)
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quantitative analysis, corporate financial strategy

19.

George's T-Shirts Addendum

Number of pages: 1 Posted: 23 Jun 2009
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 153 (248,157)
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risk analysis

20.

The North Star Concert

Number of pages: 3 Posted: 21 Oct 2008
Sherwood C. Frey and Robert L. Carraway
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 149 (253,615)
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Decision analysis, simulation, uncertainty

21.

Proactive Decision Making

Number of pages: 8 Posted: 23 Jun 2009
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 143 (262,131)
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decision making

22.
Downloads 124 (292,287)

Centralia Construction Corporation

Number of pages: 1 Posted: 21 Oct 2008 Last Revised: 11 Nov 2021
Sherwood C. Frey and Phil Lederer
University of Virginia - Darden School of Business and Independent
Downloads 92 (360,666)
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negotiation, pricing

Centralia Construction Corporation

Number of pages: 5 Posted: 21 Oct 2008
Sherwood C. Frey and Phil Lederer
University of Virginia - Darden School of Business and Independent
Downloads 32 (595,043)
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negotiation, pricing

23.
Downloads 117 (304,715)

Armco Inc.: The Bubble Policy

Number of pages: 13 Posted: 21 Oct 2008
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, INSEAD and affiliation not provided to SSRN
Downloads 81 (390,475)
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business and society, corporate strategy, environmental issues, pollution, production planning, sustainability

Armco Inc.: The Bubble Policy

Number of pages: 13 Posted: 21 Oct 2008
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, INSEAD and affiliation not provided to SSRN
Downloads 36 (571,816)
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business and society, corporate strategy, environmental issues, pollution, production planning, sustainability

24.
Downloads 107 (324,287)

Engine Services, Inc

Number of pages: 6 Posted: 21 Oct 2008
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 70 (424,668)
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quantitative analysis, risk analysis

Engine Services, Inc

Number of pages: 6 Posted: 21 Oct 2008
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 37 (566,112)
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quantitative analysis, risk analysis

25.
Downloads 101 (336,918)

Myerson Industries

Number of pages: 1 Posted: 21 Oct 2008 Last Revised: 11 Nov 2021
Sherwood C. Frey and Phil Lederer
University of Virginia - Darden School of Business and Independent
Downloads 79 (396,279)
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pricing, role playing

Myerson Industries

Number of pages: 5 Posted: 21 Oct 2008
Sherwood C. Frey and Phil Lederer
University of Virginia - Darden School of Business and Independent
Downloads 22 (665,033)
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pricing, role playing

26.
Downloads 97 (345,946)

The Cit Group

Number of pages: 9 Posted: 21 Oct 2008
Sherwood C. Frey and William Castleman
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 74 (411,628)
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negotiation, creating value

The Cit Group

Number of pages: 9 Posted: 21 Oct 2008
Sherwood C. Frey and William Castleman
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 23 (657,302)
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negotiation, creating value

27.
Downloads 96 (348,290)

Rmc: Hydra Division

Number of pages: 7 Posted: 21 Oct 2008 Last Revised: 10 Nov 2021
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 70 (424,668)
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cost analysis, management of service industries

Rmc: Hydra Division

Number of pages: 7 Posted: 21 Oct 2008
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 26 (635,006)
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cost analysis, management of service industries

28.

Competitor Analysis

Number of pages: 11 Posted: 23 Jun 2009
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 95 (350,533)
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game theory, matrix organization

29.

Probability: The Language of Uncertainty

Number of pages: 11 Posted: 23 Jun 2009
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 92 (357,676)
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probability, risk profile, summary measures, assessment, distribution

30.

Galaxy Micro Systems Supplement

Number of pages: 1 Posted: 21 Oct 2008
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 87 (370,238)
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decision theory, diverse protagonist, female, diversity case, diversity

31.

Microsoft: Xbox Division

Number of pages: 10 Posted: 21 Oct 2008
Sherwood C. Frey and Robert Jones
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 81 (386,576)
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risk analysis, spreadsheets, presentations

32.
Downloads 81 (386,576)

Alec Mason

Number of pages: 6 Posted: 21 Oct 2008
Sherwood C. Frey and Dana Clyman
University of Virginia - Darden School of Business and University of Virginia (UVA), Darden School of Business (deceased)
Downloads 68 (431,436)
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decision analysis

Alec Mason

Number of pages: 6 Posted: 21 Oct 2008
Sherwood C. Frey and Dana Clyman
University of Virginia - Darden School of Business and University of Virginia (UVA), Darden School of Business (deceased)
Downloads 13 (738,151)
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decision analysis

33.
Downloads 80 (389,466)

Haggerty Associates

Number of pages: 5 Posted: 21 Oct 2008
Sherwood C. Frey and Dana Clyman
University of Virginia - Darden School of Business and University of Virginia (UVA), Darden School of Business (deceased)
Downloads 57 (472,328)
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recruiting

Haggerty Associates

Number of pages: 5 Posted: 21 Oct 2008
Sherwood C. Frey and Dana Clyman
University of Virginia - Darden School of Business and University of Virginia (UVA), Darden School of Business (deceased)
Downloads 23 (657,302)
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recruiting

34.
Downloads 75 (403,955)

Cougars Cub Club: Burger Bell

Number of pages: 7 Posted: 21 Oct 2008 Last Revised: 10 Nov 2021
Sherwood C. Frey and Lauren Mishner
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 58 (468,298)
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Advertising, negotiation

Cougars Cub Club: Burger Bell

Number of pages: 8 Posted: 21 Oct 2008
Sherwood C. Frey and Lauren Mishner
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 17 (704,533)
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Advertising, negotiation

35.

T. Rowe Price Associates

Number of pages: 8 Posted: 21 Oct 2008
Sherwood C. Frey and Edward Case
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 75 (403,955)
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capital budgeting, internal rate of return, investment analysis, net present value

36.
Downloads 66 (432,737)

Cougars Cub Club: Charlotte Cougars

Number of pages: 7 Posted: 21 Oct 2008 Last Revised: 10 Nov 2021
Sherwood C. Frey and Lauren Mishner
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 53 (488,484)
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Advertising, negotiation

Cougars Cub Club: Charlotte Cougars

Number of pages: 9 Posted: 21 Oct 2008
Sherwood C. Frey and Lauren Mishner
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 13 (738,151)
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Advertising, negotiation

37.
Downloads 61 (450,129)

Francis & Mayo, Inc.: Richard Mayo

Number of pages: 7 Posted: 21 Oct 2008
Sherwood C. Frey and Jacob Ulvila
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 47 (515,290)
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negotiation

Francis & Mayo, Inc.: Richard Mayo

Number of pages: 7 Posted: 21 Oct 2008
Sherwood C. Frey and Jacob Ulvila
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 14 (729,502)
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negotiation

38.
Downloads 58 (461,277)

Francis & Mayo, Inc.: Alex Smith

Number of pages: 7 Posted: 21 Oct 2008
Sherwood C. Frey and Jacob Ulvila
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 44 (529,676)
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negotiation

Francis & Mayo, Inc.: Alex Smith

Number of pages: 7 Posted: 21 Oct 2008
Sherwood C. Frey and Jacob Ulvila
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 14 (729,502)
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negotiation

39.

Florida Glass Company (a)

Number of pages: 9 Posted: 23 Jun 2009
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 56 (468,795)
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quantitative analysis, model evaluation

40.

Casewriting

Number of pages: 14 Posted: 14 Jun 2009
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 52 (484,449)
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case method

41.
Downloads 49 (497,056)

International American Bank

Number of pages: 9 Posted: 21 Oct 2008
Sherwood C. Frey and William Castleman
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 38 (560,625)
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negotiation, 10-K form

International American Bank

Number of pages: 9 Posted: 21 Oct 2008
Sherwood C. Frey and William Castleman
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 11 (755,385)
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negotiation, 10-K form

42.
Downloads 42 (528,755)

Precision Controls

Number of pages: 4 Posted: 21 Oct 2008
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 31 (601,184)
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Implementing change, continuous improvement

Precision Controls

Number of pages: 4 Posted: 21 Oct 2008
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 11 (755,385)
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Implementing change, continuous improvement

43.

Men in Blue (a)

Number of pages: 25 Posted: 21 Oct 2008
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 42 (528,755)

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labor relations, negotiation

44.

What If...?

Number of pages: 7 Posted: 23 Jun 2009
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 41 (533,518)
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break-even analysis, sensitivity analysis

45.

Voyager Inn International

Number of pages: 11 Posted: 23 Jun 2009
Sherwood C. Frey and Dana Clyman
University of Virginia - Darden School of Business and University of Virginia (UVA), Darden School of Business (deceased)
Downloads 35 (564,118)
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bargaining/bidding, negotiation, diverse protagonist, gender (female protagonist)

46.

Compressor Corporation, Inc.: Pat Divso

Number of pages: 5 Posted: 23 Jun 2009
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 33 (574,892)
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multi-issue negotiation

47.

Becca Brothers: Da Click

Number of pages: 2 Posted: 21 Oct 2008
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 33 (574,892)
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Bargaining/bidding, multi-issue negotiation

48.

Sorensen Chevrolet File Reporting Form

Number of pages: 1 Posted: 23 Jun 2009
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 32 (580,320)
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decision analysis

49.

Akron Foundry

Number of pages: 7 Posted: 21 Oct 2008 Last Revised: 10 Nov 2021
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 31 (586,009)
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cost analysis, management of service industries

50.

Rocky Shore Golf Links: Douglas Peterson

Number of pages: 7 Posted: 21 Oct 2008
Sherwood C. Frey, Lucien L. Bass and Mark A. Dausen
University of Virginia - Darden School of Business, University of Virginia and University of Virginia - McIntire School of Commerce
Downloads 29 (597,982)
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negotiation

51.

Evaluating Multiperiod Performance

Number of pages: 17 Posted: 23 Jun 2009
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 28 (604,228)
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discounted cash flow, cash flow, internal rate of return, net present value, time value of money

52.

Scandia Steel Ab: Kaj Johansson

Number of pages: 5 Posted: 23 Jun 2009
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 28 (604,228)
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multi-issue negotiation

53.

Bid Week Shirts: Alpha Sigma Eta

Number of pages: 7 Posted: 21 Oct 2008
Sherwood C. Frey and Lucien L. Bass
University of Virginia - Darden School of Business and University of Virginia
Downloads 28 (604,228)
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negotiation

54.

Reines Jewelers: Ashley Gibson

Number of pages: 7 Posted: 21 Oct 2008 Last Revised: 10 Nov 2021
Sherwood C. Frey and Paul Bacon
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 28 (604,228)
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negotiation, deception

55.

Missfit: Tearsa Coates and Teruko Productions

Number of pages: 16 Posted: 21 Oct 2008
Sherwood C. Frey, Gerry Yemen and Martin N. Davidson
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 28 (604,228)

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entrepreneurs, start-up, new product introduction, growth management

56.

Rocky Shore Golf Links: Donald Andrews

Number of pages: 7 Posted: 21 Oct 2008
Sherwood C. Frey, Lucien L. Bass and Mark A. Dausen
University of Virginia - Darden School of Business, University of Virginia and University of Virginia - McIntire School of Commerce
Downloads 27 (610,509)
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negotiation

57.

Bid Week Shirts: Tees R Us

Number of pages: 9 Posted: 21 Oct 2008
Sherwood C. Frey and Lucien L. Bass
University of Virginia - Darden School of Business and University of Virginia
Downloads 24 (630,692)
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Negotiation

58.

Mountain Lakes Theatre Festival (B)

Number of pages: 2 Posted: 21 Oct 2008
Sherwood C. Frey and Lucien L. Bass
University of Virginia - Darden School of Business and University of Virginia
Downloads 23 (637,516)

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compensation, employee, human relations, negotiation

59.

Reines Jewelers: Peter Reines

Number of pages: 7 Posted: 21 Oct 2008 Last Revised: 10 Nov 2021
Sherwood C. Frey and Paul Bacon
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 23 (637,516)
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negotiation, deception

60.

Clean Pools, Inc.—Jennifer Smith

Number of pages: 7 Posted: 05 Apr 2010
Sherwood C. Frey, Lucien L. Bass and Lindsey O'Connor
University of Virginia - Darden School of Business, University of Virginia and affiliation not provided to SSRN
Downloads 22 (644,634)
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management science

61.

Golf Fore Value: David Deluna

Number of pages: 5 Posted: 05 Apr 2010
Sherwood C. Frey, Lucien L. Bass and Daniel C Duval
University of Virginia - Darden School of Business, University of Virginia and affiliation not provided to SSRN
Downloads 22 (644,634)
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Bilateral negotiations, distributive bargaining

62.

Becca Brothers: Jandie Griffin

Number of pages: 2 Posted: 21 Oct 2008
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 21 (651,639)
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Bargaining/bidding, multi-issue negotiation

63.

Mountain Lakes Theatre Festival (a)

Number of pages: 5 Posted: 21 Oct 2008
Sherwood C. Frey, Lucien L. Bass and Warren Oksman
University of Virginia - Darden School of Business, University of Virginia and Harvard Business School (deceased)
Downloads 21 (651,639)
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Compensation, employee, human relations

64.

Touramerica

Number of pages: 12 Posted: 23 Jun 2009
Sherwood C. Frey and Dana Clyman
University of Virginia - Darden School of Business and University of Virginia (UVA), Darden School of Business (deceased)
Downloads 20 (658,794)
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bargaining/bidding, negotiation, diverse protagonist gender (female protagonist)

65.

Clean Pools, Inc.—Beth West

Number of pages: 9 Posted: 23 Jun 2009
Sherwood C. Frey, Lucien L. Bass and Lindsey O'Connor
University of Virginia - Darden School of Business, University of Virginia and affiliation not provided to SSRN
Downloads 20 (658,794)
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negotiation information sharing

66.

Maple Brook Country Club: Josh Smith

Number of pages: 5 Posted: 23 Jun 2009
Sherwood C. Frey, Lucien L. Bass and Greg Driscoll
University of Virginia - Darden School of Business, University of Virginia and University of Virginia - McIntire School of Commerce
Downloads 19 (666,044)
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Abstract:

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Conflict resolution, negotiation

67.

Monitor Technology: Shannon Allen

Number of pages: 7 Posted: 21 Oct 2008
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 17 (680,620)
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Abstract:

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conflict management, negotiation, personnel management

68.

Probability Assessment Appraisal

Number of pages: 4 Posted: 23 Jun 2009
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 16 (688,085)

Abstract:

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probability

69.

John Bowen

Number of pages: 8 Posted: 23 Jun 2009
Sherwood C. Frey and Lucien L. Bass
University of Virginia - Darden School of Business and University of Virginia
Downloads 16 (688,085)
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Quantitative analysis, general

70.

Auctions

Number of pages: 1 Posted: 23 Jun 2009
Sherwood C. Frey and Dana Clyman
University of Virginia - Darden School of Business and University of Virginia (UVA), Darden School of Business (deceased)
Downloads 16 (688,085)
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management-decision models, management science, probability, quantitative analysis, general, salesmanship, selling

71.

Fifth Street Jewelers: Dana Frasier

Number of pages: 3 Posted: 21 Oct 2008
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 15 (695,583)
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negotiation, distributive bargaining, deception

72.

Fifth Street Jewelers: Miller Moran

Number of pages: 3 Posted: 21 Oct 2008
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 15 (695,583)
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negotiation, distributive bargaining, deception

73.

Golf Fore Value: Robert Johnston

Number of pages: 5 Posted: 05 Apr 2010
Sherwood C. Frey, Lucien L. Bass and Daniel C Duval
University of Virginia - Darden School of Business, University of Virginia and affiliation not provided to SSRN
Downloads 13 (711,389)
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Abstract:

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Bilateral negotiations, distributive bargaining

74.

Windburn Associates

Number of pages: 7 Posted: 23 Jun 2009
Sherwood C. Frey and Lucien L. Bass
University of Virginia - Darden School of Business and University of Virginia
Downloads 12 (719,380)
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Abstract:

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Quantitative analysis, general

75.

Unity Airways: Melissa White (a)

Number of pages: 5 Posted: 23 Jun 2009
Sherwood C. Frey and Lucien L. Bass
University of Virginia - Darden School of Business and University of Virginia
Downloads 12 (719,380)
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Abstract:

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Negotiations, Two-Party Negotiations

76.

Monitor Technology: Pat Tallon

Number of pages: 4 Posted: 23 Jun 2009
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 11 (727,218)
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Abstract:

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Conflict management, negotiation

77.

Maple Brook Country Club: Pat Locke

Number of pages: 4 Posted: 23 Jun 2009
Sherwood C. Frey, Lucien L. Bass and Greg Driscoll
University of Virginia - Darden School of Business, University of Virginia and University of Virginia - McIntire School of Commerce
Downloads 11 (727,218)
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Abstract:

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conflict resolution, negotiation

78.

Monitor Technology: Chris Kerns

Number of pages: 7 Posted: 21 Oct 2008
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 11 (727,218)
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Abstract:

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conflict management, negotiation, personnel management

79.

Monitor Technology: Shannon Allen (Supplement)

Number of pages: 1 Posted: 23 Jun 2009
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 10 (735,124)
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Abstract:

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Conflict management, negotiation

80.

The Beach House (R)

Number of pages: 2 Posted: 23 Jun 2009
Sherwood C. Frey and Dana Clyman
University of Virginia - Darden School of Business and University of Virginia (UVA), Darden School of Business (deceased)
Downloads 10 (735,124)

Abstract:

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multi-issue negotiation, negotiation

81.

Unity Airways: Melissa White (B)

Number of pages: 4 Posted: 23 Jun 2009
Sherwood C. Frey and Lucien L. Bass
University of Virginia - Darden School of Business and University of Virginia
Downloads 10 (735,124)

Abstract:

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negotiation

82.

The Beach House (G)

Number of pages: 2 Posted: 23 Jun 2009
Sherwood C. Frey and Dana Clyman
University of Virginia - Darden School of Business and University of Virginia (UVA), Darden School of Business (deceased)
Downloads 9 (743,214)

Abstract:

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multi-objective decision making, negotiation

83.

The Beach House (Y)

Number of pages: 2 Posted: 23 Jun 2009
Sherwood C. Frey and Dana Clyman
University of Virginia - Darden School of Business and University of Virginia (UVA), Darden School of Business (deceased)
Downloads 9 (743,214)

Abstract:

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multi-issue negotiation, negotiation

84.

Unity Airways: Chris Watson (B)

Number of pages: 4 Posted: 23 Jun 2009
Sherwood C. Frey and Lucien L. Bass
University of Virginia - Darden School of Business and University of Virginia
Downloads 9 (743,214)

Abstract:

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negotiation

85.

Unity Airways: Chris Watson (a)

Number of pages: 3 Posted: 23 Jun 2009
Sherwood C. Frey and Lucien L. Bass
University of Virginia - Darden School of Business and University of Virginia
Downloads 8 (751,304)
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Abstract:

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negotiations, two-party negotiations

86.

Monitor Technology: Chris Kerns (Supplement)

Number of pages: 1 Posted: 23 Jun 2009
Sherwood C. Frey
University of Virginia - Darden School of Business
Downloads 7 (759,449)
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Abstract:

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Conflict management, negotiation

87.

Borealis Suites: The Cartwell Tours Contract Negotiation

Number of pages: 1 Posted: 14 Oct 2020
Sherwood C. Frey and Dana Clyman
University of Virginia - Darden School of Business and University of Virginia (UVA), Darden School of Business (deceased)
Downloads 2 (801,170)