Rocky Shore Golf Links: Donald Andrews (Abridged)

3 Pages Posted: 2 Jun 2017

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


This abridged version of "Rocky Shore Golf Links: Donald Andrews" (UVA-QA-0686) retains the essential elements of the full case but reduces the detail of the golf course and the usage of golf jargon. It is a negotiation case and is meant to be paired with "Rocky Shore Golf Links: Douglas Peterson (Abridged)" (UVA-QA-0791).For Douglas Peterson and his two 10-year-old golf partners, it had been a memorable round at a world-class course with a caddie who contributed greatly to their enjoyment. For caddie 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 caddie while Andrews wondered how he might influence the size of the tip.



Rev. Jul. 13, 2012

Rocky Shore Golf Links: Donald Andrews (Abridged)

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 caddie if he got the chance, he arrived at Rocky Shore Golf Links at 10:00 a.m. By 1:30 p.m., Andrews was still available when the caddie master told him there might be an after-revenue loop (18 holes) at 3:30 p.m. 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 caddie request had to be covered in order to avoid any embarrassment for 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 oceanside Rocky Shore Golf Links, which had hosted several U.S. Opens? At $ 50 per bag plus tip for a double (carrying bags for two golfers), the money could add up quickly. In the beginning, Andrews had been bullied by the older caddies and often felt he was either being ignored or mistreated by the course's management. The job was losing its glamour, but with each loop, Andrews felt more at ease.

. . .

Keywords: negotiation, negotiations, two-party, two party

Suggested Citation

Frey, Sherwood C. and Bass, Lucien L. and Dausen, Mark A., Rocky Shore Golf Links: Donald Andrews (Abridged). Darden Case No. UVA-QA-0790. 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

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