Rocky Shore Golf Links: Douglas Peterson (Abridged)

5 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: Douglas Peterson" (UVA-QA-0687) 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: Donald Andrews (Abridged)" (UVA-QA-0790). 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.



May 18, 2012

Rocky Shore Golf Links: Douglas Peterson (Abridged)

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; unsettling because Charlie had assured a new friend at camp 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 set up months in advance. Realizing that such complications would never occur to 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 he could arrange.

Douglas Peterson

Douglas Peterson had been a personal financial adviser for over 20 years. As his client list had become laden with high-wealth clients, his personal income had soared. His career had begun on Wall Street and after making a name for himself, he had decided to move to San Francisco, California, to raise a family in a slightly less frenetic setting than New York City. Peterson had ultimately taken a senior partner position with a well-known international brokerage house. As Peterson took greater control of his personal schedule, he had the time to work on his golf game—playing as much as possible within the constraints of both profession and family.

. . .

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

Suggested Citation

Frey, Sherwood C. and Bass, Lucien L. and Dausen, Mark A., Rocky Shore Golf Links: Douglas Peterson (Abridged). 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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