HalaMaterials (B): Negotiating Equity Between Partners - Confidential Instructions for Dr Gried

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Role-play

Reference no. 715-067-1

Subject category: Ethics and Social Responsibility

Authors: Horacio Falcão (INSEAD); Alexandros Chatzieleftheriou (INSEAD); Ritsa Panagiotou (INSEAD); Rodrigo Gouveia (INSEAD); Heather Grover (INSEAD)

Published by: INSEAD

Originally published in: 2015

Version: 12.2015

Length: 5 pages

Data source: Published sources

Topics: Negotiating equity split; Start-up and entrepreneurship; Ethics, ethical tensions and sustainability; Negotiating ethics; Managing power differences; Conflict of interest and manipulation; Difficult conversations; Procedural contract

Share a link: https://casecent.re/p/131560

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Abstract

A multi-issue one-on-one negotiation between a young entrepreneur (John Ambitchious) and a close-to-retirement CEO of a large corporation (George Gried). John and George are considering becoming partners on a venture John is setting up. Besides negotiating the partnership details, George currently works for a potential competitor, thus raising ethical tensions that should be negotiated before committing to a final deal. Recognizing and negotiating ethical tensions under a win-win strategy; Managing value creation and claiming in an equity split negotiation or any long-term relationship; Procedural contracts; Managing partisan perceptions; Negotiating interests, not positions.