Becca Brothers: Jandie Griffin

2 Pages Posted: 21 Oct 2008

See all articles by Sherwood C. Frey

Sherwood C. Frey

University of Virginia - Darden School of Business


This series of short cases (see also UVA-QA-0631) is written for use with high-school students. Da Click is a successful local rap band that has attracted the attention of the national recording company Becca Brothers. The series presents a multi-issue negotiation over the group's first recording contract. There are congruent, distributive, and integrative issues that provide an opportunity for creating and claiming value.



Becca Brothers: Jandie Griffin

“Jandie, be sure you land this group—they are the best new prospect we currently have in Virginia.” Her boss's words were still ringing in her ears as Jandie Griffin, an artist-and-repertoire (A&R) representative with Becca Brothers, hung up the phone after confirming her meeting with 75 centz, the lead singer in the Charlottesville-based rap group Da Click. In an hour, she would meet the group at the Rapsody, the club where she had first approached the group regarding a record contract with Becca, a nationally recognized record label with a well-established reputation for identifying and developing promising talent.

Da Click had created quite a buzz over the last few months. Its self-produced CD was popular in the underground-distribution network, was getting a number of plays on several radio stations in Central Virginia, and was receiving enthusiastic endorsements from DJs. The group's name was regularly appearing in the promotions of the rap and hip-hop clubs in the region. Jandie's personal impression was consistent with the hype. A couple of weeks ago, she had come to Charlottesville to hear the group and to suggest the possibility of a record contract. Her intention was to stay just for the first set, make the contact during intermission, and leave, but she found herself lingering through the entire second set.

In preparation for the meeting with Da Click, Jandie reviewed in her mind the various aspects of the contract that she hoped to work out with the group.

Of primary importance to her was limiting the size of the advance cash and allowances that Becca would make to the group. Although these funds would allow the group to create a favorable image and launch its first tour, the money was very much at risk. If the group didn't take off, the money would never be recovered. A million dollars would certainly be a reasonable figure; less than half a million would be inappropriate. Because of her boss's interest in signing the group, she was authorized to go as high as three million.

. . .

Keywords: Bargaining/bidding, multi-issue negotiation

Suggested Citation

Frey, Sherwood C., Becca Brothers: Jandie Griffin. Darden Case No. UVA-QA-0632, Available at SSRN:

Sherwood C. Frey (Contact Author)

University of Virginia - Darden School of Business ( email )

P.O. Box 6550
Charlottesville, VA 22906-6550
United States


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