Rocky Shore Golf Links: Donald Andrews

7 Pages Posted: 21 Oct 2008

See all articles by Sherwood C. Frey

Sherwood C. Frey

University of Virginia - Darden School of Business

Lucien L. Bass

University of Virginia

Mark A. Dausen

University of Virginia - McIntire School of Commerce


For Douglas Peterson and his two 10-year-old golf partners, it had been a memorable round at a world-class course with a caddy who contributed greatly to their enjoyment. For caddy Donald Andrews, the round was among the most challenging, physically and mentally, in which he had participated. As the group walked up the 18th fairway, Peterson reflected on the size of an appropriate tip for the caddy while Andrews wondered how he might influence the size of the tip.



Rocky Shore Golf Links: Donald Andrews

Even though Donald Andrews did not feel motivated, the summer was coming to a close and he had not worked for the past three days. Knowing that he really should caddy if he got the chance, he arrived at Rocky Shore Golf Links at 10 a.m. By 1:30 p.m., the older caddies were either out on the course or had started to go home. Andrews was still “riding the pine,” when the caddy master told him that there might be an after-revenue loop (job) at 3:30. After five hours of sitting around, caddying for six hours on the extremely slow and demanding golf course was the last thing Andrews wanted to do. Nonetheless, the caddy request had to be covered in order to avoid any embarrassment for the Rocky Shore management. Andrews was coerced into waiting for a job that might or might not take place, and for which he would not be reimbursed if the request fell through.

A Summer of Learning

Caddying had seemed like a great summer job! Who could ask for more than getting paid to participate in a game you dearly loved, particularly at the beautiful ocean-side Rocky Shore Golf Links, which had hosted several U.S. Opens. At $ 50 per bag plus tip for a double (carrying the bags for two golfers) or $ 125 plus tip for a forecaddie (guiding from the fairway a foursome with carts), the money could add up quickly. In the beginning, Andrews was bullied by the older caddies and often felt he was either being ignored or mistreated by the course's management. It was difficult to memorize the intricate layout of the course and to adapt to each player's temperament. The job was losing its glamour, but with each loop, Andrews felt more at ease.

By the end of the summer, he had grown confident in his expertise and had begun to be recognized as one of the stronger caddies for both his ability to read the course and to relate to his clients. The days had become more enjoyable: loops came more frequently, tips were more generous, and the interactions with his interesting and successful clients were more engaging. He felt privileged to have the opportunity to caddy at such a beautiful and reputable course.

. . .

Keywords: negotiation

Suggested Citation

Frey, Sherwood C. and Bass, Lucien L. and Dausen, Mark A., Rocky Shore Golf Links: Donald Andrews. Available at SSRN: or

Sherwood C. Frey (Contact Author)

University of Virginia - Darden School of Business ( email )

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


Lucien L. Bass

University of Virginia ( email )

1400 University Ave
Charlottesville, VA 22903
United States

Mark A. Dausen

University of Virginia - McIntire School of Commerce

P.O. Box 400173
Charlottesville, VA 22904-4173
United States

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