Unity Airways: Melissa White (a)

5 Pages Posted: 23 Jun 2009

See all articles by Sherwood C. Frey

Sherwood C. Frey

University of Virginia - Darden School of Business

Lucien L. Bass

University of Virginia


Melissa White, a Richmond-based consultant, looked forward to the short visit with her parents in Hong Kong. She had booked her itinerary with Unity Airways and was about to begin the journey. Please see the (B) case (UVA-QA-0722) for the unfortunate details regarding the beginnings of her trip.



Sept. 15, 2008


After graduating from the McIntire School of Commerce at the University of Virginia, Melissa White joined Blue Ridge Consulting, an international firm based in Richmond, Virginia. Although most of her friends started their careers in big cities such as New York and San Francisco, White thought that a smaller city was more suitable for her. She also wanted to stay closer to her family in Northern Virginia after graduation.

During her college years, White studied abroad for a semester and had a summer internship in Dublin. Blue Ridge Consulting recognized her international experience and assigned her to mostly international accounts. Because of this, she had to travel to other countries every other month to meet with clients. Each stay varied from one to three weeks, and often included weekends. Emblematic of a motivated and inspired attitude, she did not take any sick leave or vacations during her four years at Blue Ridge.

White loved her job and greatly enjoyed traveling to other countries. Her hectic lifestyle, however, undermined her personal life and allowed her little time to spend with her family or friends. To compound matters, her parents had moved to Hong Kong, and she had not seen them since they had left two years earlier. She thought Christmas would be a good chance for her to take a well-deserved break from work and visit her parents in Hong Kong.

. . .

Keywords: Negotiations, Two-Party Negotiations

Suggested Citation

Frey, Sherwood C. and Bass, Lucien L., Unity Airways: Melissa White (a). Available at SSRN: https://ssrn.com/abstract=1423307 or http://dx.doi.org/10.2139/ssrn.1423307

Sherwood C. Frey (Contact Author)

University of Virginia - Darden School of Business ( email )

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

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

Lucien L. Bass

University of Virginia ( email )

1400 University Ave
Charlottesville, VA 22903
United States

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

Paper statistics

Abstract Views
PlumX Metrics