Rocky Shore Golf Links: Douglas Peterson

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: Douglas Peterson

The phone call from Douglas Peterson's son, Charlie, was both pleasant and unsettling—pleasant because Charlie had been away for 10 days at golf camp and it was good to hear that he was having a “fabulous” time; but unsettling because Charlie had assured a newly found camp-friend that his dad could arrange a round of golf at Rocky Shore Golf Links. Rocky Shore was an internationally acclaimed course for which tee times had to be arranged months in advance. Realizing that such complications would never enter the head of a 10-year-old and curious about how Charlie's game had improved as a result of camp, Peterson called Trevor Grande, a good friend and the co-owner of Rocky Shore, to see what could be arranged.

Douglas Peterson

Douglas Peterson had been a personal financial adviser for over 20 years. As his client list became laden with high-wealth clients, his personal income soared. His career began on Wall Street and after making a name for himself, he decided to move to San Francisco, California, to raise a family in a slightly less frenetic setting than New York City. Offers were quickly forthcoming and Peterson ultimately chose a senior partner position with a well-known international brokerage house. Despite being able to retire comfortably by the age of 45, he thoroughly enjoyed making a difference for his clients and continued to stay actively engaged in the firm, but at a slower pace.

As Peterson took greater control of his personal schedule, he began to work on his golf game—playing as much as possible within the constraints of both profession and family. He had first picked up the game at the age of 14 at a small, local country club where he had caddied for a few summers. Times had certainly changed: the caddy tip had increased from three dollars to three digits per bag and a soda after the ninth hole had gone from two bits to two dollars per bottle. In addition, Peterson was now able to enjoy the game as one of only 300 members at the prestigious Coit Golf Club. As a result, his handicap had moved down from a 20 to a 9. Golf was an important part of his life, so it seemed natural to put a club in the hands of his son, Charlie, at the early age of 5.

. . .

Keywords: negotiation

Suggested Citation

Frey, Sherwood C. and Bass, Lucien L. and Dausen, Mark A., Rocky Shore Golf Links: Douglas Peterson. Darden Case No. UVA-QA-0687, 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


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

Do you have a job opening that you would like to promote on SSRN?

Paper statistics

Abstract Views
PlumX Metrics