Uncle Coco's Magic Shop: A Negotiation Exercise

Darden Business Publishing Cases

ISSN: 2474-7890

Publication date: 20 January 2017


A toy retailer plans to order a new product from an untested supplier for the winter holiday season. This exercise provides an opportunity for students to construct a model to determine optimal order quantity when demand is not known. Profits are calculated based on wholesale pricing, revenue-sharing, profit-sharing, and buyback contracts.



Raz, G. (2017), "Uncle Coco's Magic Shop: A Negotiation Exercise", Darden Business Publishing Cases. https://doi.org/10.1108/case.darden.2016.000332

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University of Virginia Darden School Foundation

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