Case | HBS Case Collection | January 2008 (Revised March 2008)

Bidding on Martha's Vineyard (A)

by James Sebenius


To buy a desirable Martha's Vineyard property, Robert and Sally Franklin must craft a bidding strategy informed by their assessment of their competitor. The "A" case sets up the situation and bidding history to date, describes how they assessed their valuations and probabilistic views, and leaves them with a key decision. The B case describes their choice as well as the twists and turns leading to the conclusion.

Keywords: Negotiation Preparation; Negotiation Process; Valuation; Decision Choices and Conditions; Property; Bids and Bidding; Real Estate Industry; Martha's Vineyard;


Sebenius, James. "Bidding on Martha's Vineyard (A)." Harvard Business School Case 908-044, January 2008. (Revised March 2008.)